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HOW TO 
REALIZE ON 
YOUR 
PERSONALITY 

I 

THROUGH THE SCIENCE OF 
HUMAN ANALYSIS 


BY 

ELSIE LINCOLN BENEDICT 
AND 

RALPH PAINE BENEDICT 


/ 



PRINTED AND BOUND BY 
THE ROYCROFTERS AT THEIR SHOPS 
IN EAST AURORA 















Copyright, 192 1, by 
Elsie Lincoln Benedict 
and 

Ralph Paine Benedict 


/ 


All Rights Reserved 


©CI.A654658 " 0 




Fee |5 192 2 



DEDICATED 

TO 

OUR STUDENTS 



CONTENTS 


Meet Your Personality! 

Page 

11 

CHAPTER 1 

What Your Features Tell About Your Personality 

21 

CHAPTER 11 

What Your Profile Indicates About Your Personality 

67 

CHAPTER III 

What Your Hands Reveal About Your Personality 

107 

CHAPTER IV 

Blonds, Brunets and Titians 

159 

CHAPTER V 

Part One 

External Indications of a Long or Short Life 

203 

Part Two 

How To Make People Like You : 

220 

CHAPTER VI 

Part One 

Making Your Personality Increase Your Income 

243 

rr ~ _ Part Two 

How To Dress For A Purpose : 

271 

CHAPTER VII 

Part One 

Expressing and Capitalizing Your Own Personality : 

287 

Part Two 

Self-Expression and Personality 

305 

Part Three 

To Be An Effective Talker 

314 

Part Four 

The Different Personalities 

331 


Short Extracts 

From Letters and Newspapers About 
Elsie Lincoln Benedict 
and Her Work 

■8 


San Francisco Bar Association, Aug. 14, 1919: 

“One of the most interesting speakers who 
ever addressed our organization . We shall never 
forget the occasion!* 

0 0 0 

University of Minnesota, Nov. 13, 1920: 

“A woman of education culture , dynamic 
energy and beautiful enthusiasm” 

0 0 0 

Ben B. Lindsey, Judge of the Juvenile Court 

of Denver, April 16, 1914: 

“I have k nou >n Elsie Lincoln Benedict for 
many years and vouch for her sincerity , ability , 
purity of purpose and integrity of character” 

0 0 0 

Kiwanis Club, St. Paul, Oct. 21, 1920: 

“So different , distinctive and delightful 


Rotary Club, Oakland, Calif., Oct. 9, 1919: 

“Gave us half an hour of the best entertain¬ 
ment and inspiration the club has had in many 
months'* 

» o a 

Duren J. H. Ward, Ph. D., Formerly of the 

Anthropology Department, Harvard University. 

Author of “A Receivership for Civilization:” 

We glory in the great worli you are doing . 
The world needs it." 

» 0 0 

Women’s University Club, Seattle, 

May 26, 1920: 

“A woman whom it is an honor to entertain , a 
pleasure to listen to , and an inspiration to see" 

a a a 

William Jennings Bryan, Omaha, 

July 20, 1916: 

“One of the most interesting and sincere 
speakers I have ever met . Her heart speaks as well 
as her head." 

» o o 

Minneapolis Business Men’s Association, 

November 9, 1920: 

“The men all said your talk was the most 
humorous and ‘human' we have had this year" 


Lion’s Club, Oakland, October 15, 1919: 

* The applause given you by our members 
throughout your speech told of our enjoyment 
more plainly than I can. 9 * 

0 a o 

Jane Addams, Hull House, Chicago, 
September, 1915: 

“Elsie Lincoln Benedict is doing some of the 
most helpful, needful work, and with the great 
success she thoroughly deserves 

0 0 0 

Rotary Club, Berkeley, November 19, 1919: 

“In the democratic, understandable way she 
speaks, in the soundness and sanity of her 
science, and in her own unspoiled personality, 
Elsie Lincoln Benedict ranks with the best public 
speakers and scientific teachers of this country. No 
one can hear her without being uplifted and 
inspired!* 

0 0 0 

Henry Augustus Buchtel, Chancellor, Univer¬ 
sity of Denver; Former Governor of Colorado: 

“Elsie Lincoln Benedict is doing much to 
enrich the lives of aspiring men and women.” 


Upon the face is ‘written the record 
of the life the man has led: the 
prayers, the aspirations, the disap¬ 
pointments, all he hoped to be and 
'was not—all are 'written there — 
nothing is hidden, nor indeed can be. 

—Slbert Hubbard 


Meet Your Personality! 


3 YOU sometimes wonder why 
friends, promotions you have 
earned or business opportuni¬ 
ties that seem certainly coming 
your way —pass you by? 

Do you have any definite 
notion of what people really 
think of you? 

Do they like you, dislike 
you or forget your existence? 

Do you think you make a good “ first impres¬ 
sion M ora wrong impression? 

Do you know whether you interest, irritate or 
bore people ? 

Do you ever wonder whether something is lack¬ 
ing in your personality? 

Do You Know— 

What it is that people like about you? 

What it is they do not like? 

What has been interfering with your success? 
How to make people like to do business with 
you? 53 53 

How to make people care for you? 










12 


HOW TO REALIZE ON 


How to recognize a psychological moment and 
make one? 53 53 

How to put your best foot forward and keep it 
there? 53 53 

How to gain cheerful service and respectful 
attention? 53 53 

How to get a raise in salary? 

What it was that really caused you to be fired? 

How to test yourself for unpleasant mannerisms 
that may be annoying to other people? 

How to develop a magnetic personality? 

What you do that “ rubs people the wrong 
way?” 53 53 

How to talk on your feet to few or many? 

Why you can not keep your employees? 

The colors, styles and lines that best express 
your particular temperament and figure—in other 
words, how to dress for a purpose? 

How to win, without losing more than you win? 

Your temperamental weaknesses and points of 
strength? 53 53 

How to get authority along with responsibility? 

Why your opinions carry no more weight? 

Why you buy what you do not want? 

Why you hesitate to approach people? 

Why you are not promoted faster? 



YOUR PERSONALITY 


13 


Why “ the more you do for people the less they 
think of you?” 

Why people impose on you, neglect you, forget 
you? 53 53 

Why you think of the right thing to say —too 
late ? 53 53 

Why you do not get more invitations ? 

Why your friends and sweethearts drop away? 

The Power of Personality 
What is it that makes you like or dislike a man 
the first five minutes? Not his character, for you 
can not test it in that time. Not his learning, for 
you can not sound it. Not his ability, for you can 
not estimate it—though these are supposed to be 
the requisites for making favorable impressions. 

It is his personality . 

When all is said and done it is this which makes 
or mars your biggest chances in life. 

Explain as we may, expatiate as we will, on the 
mental, moral or spiritual attributes per sc, it is the 
expression and capitalization of all these through 
what we call a man’s “personality” which make us 
like him, love him, wish to promote him, help him, 
vote for him, sacrifice ourselves for him, please him, 
marry him 53 53 



14 


HOW TO REALIZE ON 


Thousfh you possess unlimited beauty, brains, 
money, position, but have not personality you will 
live and die unloved and unknown. But even 
though you have none of these yet cultivate your 
personality you may acquire whatever you desire. 

Great Personalities of History 
Ability alone can make one a limited success; 
personality alone can make one famous; but ability 
plus personality can make one immortal. 

Every great leader in history has possessed 
ability no greater than that of thousands around 
him. But one thing he had which they did not—an 
untrammeled personality . By it he expressed his own 
enthusiasm and fired theirs. 

Men follow but one kind of leader—give up 
their homes, lay down their lives for but one—the 
man or woman of personality! 

Ugliness, poverty, obscurity—these are but peb¬ 
bles in the pathway, to the Bernhardts, Roosevelts, 
Cleopatras, Napoleons and Joans of Arc. Countless 
numbers of men and women around them possessed 
all the actual knowledge , training , advantages and 
opportunities these great personalities possessed— 
but failed because they magnified the pebbles into 
boulders and sat down beside them in the ruts S& 



YOUR PERSONALITY 


15 


Differences in Personalities 
The difference between fame and failure is not 
the difference between one certain hind of person¬ 
ality and other kinds. History shows that no two 
illustrious men or women had the same kind of 
personality. Hardly any two can be found whose 
personalities even resemble each other, which shows 
that personality is not a thing to be copied,veneered 
upon the outside, assumed or imitated. Pretence, imi¬ 
tation—any attempt to substitute painting the out¬ 
side for perfecting the inside —is fatal to personality. 

Personality is something you already have —defi¬ 
nitely, distinctly woven into your being. You can not 
lose it, exchange it for another, eradicate it or kill it. 

What Ruins Your Personality 
But there are several things you can do to it. 
You can smother it, inhibit it, repress it, strangle 
it, hold it in leash, crush it till it can not only do 
you no good but endless harm . 

Between society’s attempt to hill your real 
personality (by confining it to certain customs, 
manners and clothes)—and its refusal to be killed 
you develop into an excuse, a walking apology for 
your true self—like a sickly plant growing in a 
cellar when it ought to be flourishing in the sunlight. 



16 


HOW TO REALIZE ON 


Personality Not Accidental 
To realize on your personality you must first 
know what kind of personality you possess and hou) 
it affects others . This can be done scientifically, 
simply and easily. 

Science has recently discovered some important 
things about the origin and expression of person¬ 
ality which we never before suspected. 

People used to think personality was the result 
of accident, but today we know it is no more 
accidental than is the rising of the sun. 

We know it does not come from clothes, manner¬ 
isms, education, culture, etiquette or looks—though 
all these can brighten or blemish your personality. 

Personality and Psychology 
Today science proves that your personality is 
the result of the laws of biology and psychology— 
of your inner traits as shown by your external 
characteristics 53 53 

The fundamentals of your nature are the results 
of your bodily structure; but your personality— 
that sum total of what you express to the world— 
is the result of the commingling of hundreds of psy¬ 
chological traits and their expression through various 
parts of your organism. 



YOUR PERSONALITY 


17 


How Mind Affects Muscle 
The correlation of mind and muscle is a fact too 
well known to need repeating here. We know that 
every thought which flits through your conscious¬ 
ness leaves its trace in the fiber and cells of one or 
many parts of your body. 

We know that certain distortions of the facial 
muscles always accompany fear, horror, suspense, 
mental anguish or grief. We know that entirely 
opposite muscular movements accompany thoughts 
of joy, love, hope and happiness. We know that 
after a few years of habitually thinking any of these 
thoughts the face will “set” in that mold; and 
having become permanent in the organism can be 
and is passed on to the offspring with the inner 
tendency which matches it. 

Where Your Personality Shows 
Today we know that certain external shapes, 
sizes and expressions mean certain internal con¬ 
ditions—certain mental, physical or spiritual 
tendencies—each written as indelibly on the out¬ 
side of that person as is the address on an envel¬ 
ope. The chief externals indicating your person¬ 
ality traits are: 

Your eyes 



HOW TO REALIZE ON 


18 


Your forehead 

Your mouth 

Your nose 

Your chin 

Your jaw 

Your profile 

Your face proportions 

Your hands 

Your blondness, brunetness or red-hairedness 

Your movements 

Your handshake 

Your voice 

Your postures 

Your handwriting. 

AH of these are explained in this course. What 
each tells about your personality is fully illustrated 
and described; also why it tells it (the scientific 
reasons hack of these discoveries). How each 
external trait is connected with the internal ten¬ 
dency is made clear and fascinating. 

You can test every statement made in this 
course on any member of your family, any friend, 
associate or stranger—and it will always Work- 
The above list tells the marks by which the 
Human Analyst can read the inner personality of 
any individual 33 33 


>J 



YOUR PERSONALITY 


19 


How You Express Your Personality 
The avenues through which you more or less 
inadequately express your personality to every 
one about you are: 

Your facial expression 
Your clothes 
Your figure 
Your speech 
Your actions. 

Each of these is explained in this course, and sim¬ 
ple but definite rules given for expressing your best, 
capitalizing your best, and being your best all the time. 

This course shows you what all externals 
indicate concerning personality, so you can know 
what hind of personality you have. It shows you 
how to use each avenue of expression so you can 
express and capitalize your inborn temperament. 

What This Course Shows You 
These make it possible for you to know— 

How to make people like you, admire you, love 
you 53 53 

How to put your personality on a paying basis. 
How to get business and keep it. 

How to make people glad to give you what you 
ask 53 53 



20 


HOW TO REALIZE ON 


How to be attractive, interesting and con¬ 
vincing 55 55 

How to talk well socially, professionally and in 

business 55 55 

How to make people look up to you. 

How to understand your personality. 

How to capitalize your personality. 

How to wake up to yourself. 

How to make others wake up to you. 

How to be an attractive woman. 

How to be an attractive man. 

How to be human. 

It teaches you these things not by preaching or 
by generalities, but by enabling you to “ see your¬ 
self as others see you.” 

It shows you what has been holding you back » 
what you really seem to others , and how to correct 
it. Thus it helps you to help yourself —the only 
kind of help that lasts! 

In short, this course shows you what you are, 
why you are where you are, and how to go where 
you desire 55 55 

It shows you how to make the most of and 
realize on your personality. 



How Your Personality Reveals 
Itself 

personality of any individual is the 
Iking advertisement of himself which 
publishes to the world. The language 
this advertisement is the universal one 
of expression, gesture, posture, walk, handshake, 
voice and movements—and is read instantly by 
every person who sees you, regardless of how 
widely his race, nationality or native speaking 
tongue may differ from yours. 

The same movements, mannerisms, gestures, 
postures and walk mean exactly the same to all 
men whether they be Russians, Chinese, Americans, 
Hindoos or Egyptians. 

The stooped shoulders, the sunken chest, the 
hanging head say the same thing wherever they 
are found, while the lifted chest, the squared 
shoulders, the high-held head mean the exact 
opposite wherever and whenever they are found. 
Men tell their own story, in the main, to all other 
men. The tongue is the latest and most superficial 
avenue of human expression. It turns and twists 






HOW TO REALIZE ON 


and tortures the truth—but a man’s movements 
when considered as a whole tell no lies. 

Facial Telegrams 

Facial expression tells the facts about a man’s 
temporary, fleeting feelings, moods, aversions, in¬ 
clinations and dislikes as clearly to the trained eye, 
as a thermometer tells the temperature. 

The set and mold of a man’s face and all his 
features agree with his habitual attitudes. 

What you are thinking at this moment you are 
printing, just as fast as the thoughts come into 
your mind, across your face , whether you realize 
it or not. 

Also you are clicking off these same thoughts 
with your hands, just as a telegrapher clicks off 
messages on his keyboard. That the average man 
can not read what you are telling him does not 
alter the fact. 

The average man stands in a railway station 
and fails to understand what the telegraph oper¬ 
ator is saying in his message, but that does not 
change the fact that a perfectly definite message 
is being sent. It will be received by the trained 
man, at the other end—the man who has learned 
what these signals mean. 



YOUR PERSONALITY 


iii 


How Human Analysis Helps 

The man trained in Human Analysis can catch 
the meaning of the messages sent out involuntarily 
from the mind by the telegraph keys in every 
human face, regardless of how hard the thinker 
tries to keep his thoughts to himself. 

What is equally important, he can discover, 
through this most modern and practical of the 
human sciences, what he has been inadvertently 
telling of his private life broadcast, and what 
impressions the world has been getting of him. 

By knowing these things, as they are explained 
in this course on Personality, he can learn how to 
bring his best to the surface from out the depths 
where the average person keeps his finest qualities, 
and make them count. 

He can find, through this course, what his traits 
and temperament are, how he affects other people 
and what he can do with greatest ease and enjoy¬ 
ment to publish the kind of an advertisement to the 
world that shall make the world like him, admire 
him, respect him, value him and give him what he 
wants 53 53 

These and hundreds of other equally vital and 
fascinating facts are included in this course, “ How 
To Realize On Your Personality.” 



IV 


HOW TO REALIZE ON 


Marconigrams From Your Eyes 

Just as the hands and face send telegraph 
messages out into the surrounding world every 
waking moment, your eyes send the wirelesses— 
little “ Marconigrams ”—every waking moment. 

What you are feeling at this instant is automati¬ 
cally translating itself into some facial expression. 

Only the most intensive and long-continued 
training can prevent your eyes telling your passing 
thoughts to the outside world, and then you con¬ 
ceal them much less than you imagine. 

The mind and the muscles are so intricately 
and deeply interwoven that whatever affects one 
affects the other. For countless centuries man’s 
muscles were the untrammelled publishers of his 
mind, and the effort to control them or to make 
them tell one thing when the mind means another 
is so recent that no human being has yet learned 
how to do it effectively. 

The Inward Battle 

So perfect and attuned is this mind-muscle 
mechanism that whenever your mind thinks a thing 
the tendency to tell it aloud is so strong in your 
muscles it is almost impossible to keep them 
from doing it. When, for any purpose or reason, 



YOUR PERSONALITY 


V 


you hold the check-rein on these muscles, put the 
brake on them or throttle their attempt to do so, 
you create a conflict, an inward battle. 

It is this inward battle, which those around you 
see, and which tells them you are not sincere. This 
and this only is what makes it impossible for any 
man successfully to deceive people. The world may 
not know what it is you DO think at the time, but 
they see from the conflict which is going on between 
your mind and muscles that you do not think what 
you are trying to make them believe. 

Deceivers Detected 

So it happens that though many people, 
especially those with “ society ” training, are 
taught how not to tell what they mean, they never 
succeed in making people believe in their sincerity 
at these times. They merely make themselves 
suspected, and sooner or later the world finds out 
what that person’s main thoughts are. 

The sad part of this is that if we wait till we 
learn from experience which persons are true and 
which ones false we pay an enormous price in time, 
money, disillusionment, thwarted hopes, big business 
chances—myriads of opportunities which are of the 
utmost importance to our success and happiness. 



VI 


HOW TO REALIZE ON 


Human Analysis shows us, in this course on 
Personality, how to know the spurious from the 
sincere, and thus not only save ourselves endless 
heartaches but make the most of every relationship. 

Two Kinds of Smiles 

One of the thousands of interesting things this 
course tells you is the real differences in smiles. 

A human being smiles in many places when he 
is really pleased, though you may never have 
noticed this 53 53 

Since the dog is man’s best and truest animal 
friend, and has become so because for so many 
centuries he has associated with man, it will not 
be amiss to remind you of how even the dog smiles 
all over —with his wagging tail, his eyes, his mouth, 
his shoulders, his body. He is the most expressive 
of animals because he has copied, from this age- 
old association, the expressiveness of human 
beings. The law of suggestion is the most powerful 
in the universe and no creature lives who is immune 
from it 53 53 

The dog lived with man in those early stages of 
human history when man was primitive and 
expressed, without reserve, just what he thought 
and felt. Mein has tried for ages now to conceal 



YOUR PERSONALITY 


vii 


his thoughts, but the dog has not learned this, and 
because of it is an excellent reminder of what the 
natural human psycho-physical reactions are. 

There are many places to look for smiles in 
human beings, but there are two main ones—the 
eyes and the mouth. 

The average person thinks he smiles only with 
his mouth and imagines if he stretches his mouth- 
muscles across his teeth when he wishes to pretend 
he is pleased it will deceive the other fellow. 

But it never does. Though he has never figured 
it out for himself and does n’t use this knowledge 
because it is mostly subconscious, the other fellow 
feels that such a one does n’t mean his smile, and 
he feels it because the eyes did rit \eep up with 
the mouth . 

By learning how the eyes and mouth are co¬ 
ordinated you can test the sincerity of any indi¬ 
vidual’s smile—a fact very important to us all. 

Foreheads and Frowns 

The forehead of every man tells hundreds of vital 
things about him. Its shape and size reveal his men¬ 
tality—that most important thing about any being. 

The average person thinks of foreheads only as 
a place where frowns grow. Early in life he learns 



HOW TO REALIZE ON 


viii 


to read people on sight according to whether their 
foreheads are placid or puckered. The year-old 
babe reads his mother’s mood from it and the five- 
year old hears its commands as plainly as words 
when he gets into mischief. 

But the human forehead is a tablet on which is 
carven the most important things for every indi¬ 
vidual to know about himself. 

No man is better than his brain. Your brain is 
the thing that determines how far and how fast you 
will travel through life and indicates with amazing 
and astounding accuracy the general destination 
at which you will arrive. 

Your Forehead Tells These Facts 
The amount of your mentality 
The of your mentality 
The quickness of your mentality 
The quality of your mentality 
The keenness of your mentality 
The abilities of your mentality 
Your forehead tells literally hundreds of other 
significant truths about your mind. Questions con¬ 
cerning the type, traits, tendencies, talents, pos¬ 
sibilities and powers of your mentality are answered 
by the shape of your forehead. 



YOUR PERSONALITY 


IX 


What you learn in this course about your fore¬ 
head alone will be worth ten times as much to you 
as the price of the entire course. 

Mouths and Mentalities 
The mouth of every person tells many things 
about him besides those it talks with its lips. Yet 
most people think of a mouth in terms of two lips 
and what those lips say. 

Of all the facts told about you in your mouth the 
words from your lips tell the least. To the eye 
trained in Human Analysis your mouth tells a 
volume that you do not dream you are revealing— 
a volume of such stupendous significance in your 
life that the most profitable effort you could make 
is one to read its contents. 

For what your mouth tells is almost as vital 
as what your forehead tells. There is this dif¬ 
ference: your forehead tells your natural, inborn 
mental trends and talents. 

But your mouth shows what you have done with 
your mind, how you have used your mind, whether 
you rule your life or let life ruin you; whether you 
have been using your particular kind of mind as it 
was meant to be used or have allowed it to become 
disorganized and distintegrated. 



X 


HOW TO REALIZE ON 


More Told By Mouths 

In addition to these vital things a man’s mouth 
tells scores of others including whether he is: 

Stingy, provident or extravagant. 

Hard-hearted, soft-hearted or sensible. 

Sensual, sexual, cold, unsentimental or loving. 

Easily influenced, reasonable or impossible to 
convince S& 53 

Organized, unorganized or disorganized. 

Happy-minded or sad-minded. 

Your "Eye-Witnesses” 

Your eyes are like two witnesses that are testi¬ 
fying as to the state of your mind at that particular 
moment and also telling the kinds of thoughts you 
have habitually indulged in throughout your life. 

Among other things which your eyes inevitably 
and inadvertently tell about you, as shown in this 
course, are; whether you are— 

Frank, reticent or secretive. 

Skeptical, suspicious, or trusting. 

Gullible, confiding or underhanded. 

Intelligent, intellectual or ignorant. 

A “ live wire ” or “ a dead one.” 

And hundreds of other facts which are fully 
explained and illustrated. 



YOUR PERSONALITY 


xi 


News Published By Your Nose 

We are so accustomed to these funny little 
knobs in the middle of our faces we never realize 
how interesting and even eloquent our noses are. 
Least of all does the average person realize how 
much his nose tells about his personality. And 
he is amazed and amused when he finds, through 
Human Analysis, that every man’s nose tells such 
things about him as whether he is: 

Old for his years or never grows up. 

A “ born pessimist ” or a “ born optimist.” 

Minds his own business or is curious about 
other people’s. 

Erratic, eccentric, esthetic or melancholic. 

Serious, sad, or humorous. 

Sensitive, indifferent, aggressive or artistic. 

Lessons in Lips 

The lips of men may lie when they speak words, 
but no man’s lips can help telling, in their size, 
shape and structure the utter truth about some of 
the most interesting facts of his personality, such 
as whether he is: 

Susceptible to impersonal or direct flattery. 

Firm, unyielding, pliant, perverse or cruel. 

Easy to live with or ” Impossible to live with.” 



HOW TO REALIZE ON 


xii 


A man of good thoughts, purposive thoughts 
or wrong thoughts. 

Undependable, reliable or " fussy/' 

Quarrelsome, questioning or querulous. 

Lax, loose, moral or immoral. 

Weak, strong, definite, careless or careful. 

A man with a " dollar mouth," a " mental 
mouth ” ora love-making mouth." 

Jargon of Your Jaw 

Your jaw has a jargon all its own, and among 
scores of other important things always tells 
whether a man is: 

Decisive, concise, indecisive. 

One who " lets people step on him " or one who 
"makes a door mat" of others. 

Deferential, tactful or dogged. 

Obstinate, obdurate, amenable or stubborn. 

One who habitually goes too far or not far 
enough 53 53 

That Open Book—Your Front Face 

Every man's front face is like an open book. All 
other men read a word of it here and there, but only 
those who have learned the code of Human Analysis 
can read this book from cover to cover. 



YOUR PERSONALITY 


xiii 


The ignorance of the average person concerning 
the great facts told by the various features of the 
face and body is a sad thing. Sad because the average 
person finds failure and unhappiness overwhelming 
him everywhere and leads a wretched life as a result, 
whereas, by knowing these vital facts about him¬ 
self, he could change so much of it to success and 
joy S3 S3 

If the everyday man and woman knew what 
traits are told by their front faces alone they could 
change most of their unhappiness into happiness, 
for the front face tells things so necessary that 
those who never learn them are almost certain to go 
down to oblivion or mediocrity. 

Here are just a few of the dozens of facts told 
about your personality and abilities from your 
front face. For instance, whether: 

You work best over, under or with others. 

Domineer over, drive, antagonize or control 
others S3 S3 

Belong in work where you direct others, are 
directed by others or work independently. 

Whether you have much, little or average 
mental energy and how to use it. 

Whether you have much, little or average 
physical energy and how to apply it. 



XIV 


HOW TO REALIZE ON 


Whether you are destructive, deficient or highly 
developed, mentally. 

Whether you are responsive, strenuous, im¬ 
practical, amenable or immovable. 

Whether you stand naturally a chance of dying 
young, living long or likely to pass out at middle 
age 53 53 

Whether you have a sense of humor or can’t see 
a joke till it bites you. 

Whether you are an outdoor or an indoor person 
by nature and what to do about it. 

Whether you belong in work of routine, respon¬ 
sibility or of many ramifications. 

Whether you are normal, supernormal or sub¬ 
normal in any of the traits of personality. 

Whether you are practical, spiritual, ethical or 
material and how to make the most of whatever 
you are 53 53 

Whether you should specialize in certain general 
lines or in specific branches of work. 

Whether you belong in practical, intellectual, 
educational, commercial or professional work. 

Whether it is your hands, your face or your 
tongue that most need controlling. 

Whether you have too little, the right amount or 
too much determination. 



YOUR PERSONALITY 


XV 


Whether you have too much or too little per¬ 
sistence and what to do about it. 

Your front face tells myriads of other essential 
facts about you, which can not, for lack of space, 
be enumerated here, all of which are as necessary 
to success and happiness as those named above. 

Your Magic Wand 

The size, shape and structure of your hands tell 
whether they are efficient or inefficient partners of 
your brain. But we have seen and used our hands 
so long we have no appreciation of their wonders 
and powers. 

The fact that man’s first plaything was his own 
hand made him take it and its marvels for granted 
long ago. But the fact remains that your hand is 
not only the vice-president to your brain and the 
mechanism to which all construction and modern 
civilization are due, but it tells, about each indi¬ 
vidual, some of the most startling and important 
facts, a few of which are: 

The amount of your physicality as compared to 
your mentality. 

Whether you are most alert, physically, socially, 
emotionally or mentally. 

Whether you are a generalizer or a specializer. 



XVI 


HOW TO REALIZE ON 


Whether you are responsive, unbending, affable, 
head-working or hand-working. 

Whether a man is underhanded, devious or 
straightforward 53 53 

Whether a man is an artist, a creator of art, or 
only an appreciator of it. 

Whether a man is open-handed or “ close- 
fisted ” about money. 

Whether he has a positive or a passive will. 

Blonds, Brunets and the Red-Haired 

You have always heard that blonds and brunets 
differ from each other. This is true, but the mis¬ 
conceptions concerning these differences are numer¬ 
ous and sometimes pernicious. It is to be deplored 
that people believe “ so much that ain’t so ” about 
blonds and brunets, especially as the actual facts 
are even more fascinating and romantic than these 
far-fetched fairy tales which have been popularly 
accepted by the average individual. 

This course in “ How To Realize On Your 
Personality ” has compiled the scientific facts about 
the real differences between blonds and brunets and 
put them into a story as thrilling as fiction and as 
practical as a greenback. 

Nor has it stopped there. In it is published, for 



YOUR PERSONALITY 


XVII 


the first time in any language, the real and roman¬ 
tic reason for the strange traits of the red-haired. 

Every person will tell you that red-haired 
people are different from others, and such is the 
case, but never before in any book, article, or 
printed page have these actual traits been classified 
and explained. In this course is included a graphic 
chart illuminating the entire matter of blond, 
brunet and red-haired traits in so vivid a way 
that it will be stamped instantly and permanently 
upon your mind. 

Other Fascinating Facts and Figures 

Among the thousands of other fascinating 
questions, this course answers interesting queries 
concerning things we have always wondered about 
and to which we have had no clew, such as: 

Why is it that some of the most persistent, con¬ 
centrated people get nowhere, while apparently 
slack, shifty ones make fortunes? 

Why is it that the seemingly most healthy and 
strong suddenly drop off while the frail often live 
to a great age? 

Why is it that some of the best things in life 
go to the worst people and so many of the worst 
things befall the best and kindest of people? 



xviii 


HOW TO REALIZE ON 


Why is it that the people of greatest determin¬ 
ation often make a mess of their lives while easy¬ 
going ne’er-do-wells often strike it rich in various 
ways? 53 53 

Why is it that the people who induce you to 
tell them your private affairs never tell you theirs ? 

Why are more than 83 per cent of all American 
suicides brunets? 

Why are most of the red-haired in politics ? 

Why are most professional people brunets, most 
commercial ones blonds, and why do most salesmen 
have big noses and square hands? 

Why do some things and some people “ get your 
goat,” while worse ones leave you unruffled? 

Why are you predominantly blue or buoyant? 

Why is it that the man who most appreciates 
and enjoys artistic things is usually unable to 
create them? 

Why is it that the argument which convinces 
you has no effect on some one else and those that 
appeal to him don’t interest you at all? 

Why do some people make good orators without 
trying and others can’t think on their feet? 

Why do men with the keenest brains often get 
into trouble, jail or the penitentiary? 

Why do the good things of life seem so often to 



YOUR PERSONALITY 


XIX 


fall into the laps of fools ” while the hard¬ 
working, church-going, debt-paying personality so 
often gets the small end of things? ” 

Why is the man you would n’t for the world 
marry yourself the one you pick out for your 
daughter? 53 53 

Why do the Irish so often have light blue eyes 
with black hair? 

Why are the Swedes, Norwegians, Danes and 
Finns towheaded? 

Why is the typical Englishmen tall and blond, 
and the Frenchman short and brunet? 

Why does the Albino have milk-white skin, pink 
eyes and snowy hair? 

Why are the most painstaking people often the 
poorest while those who give so many things “ a 
lick and a promise ” make money? 

Why and where does a tricky personality give 
himself away? 

Why does a man’s neck tell whether he has a 
chance of long or short life? 

Why has the most aggressive race on earth the 
argest nose ? 

Why does every golf champion have a certain 
shape of face ? 

Why does every pugilist have another shape of 



XX 


HOW TO REALIZE ON 


face and one that its entirely different from that of 
the tennis champions, though all these are special¬ 
ists in physical activity ? 

Why can one type of man stay well without 
exercise while another fades away if tied to a desk 
or compelled to work within four walls ? 

Why do a man’s teeth tell a vital fact about his 
mental and physical health ? 

Why is a man’s handwriting significant and 
exactly how much does it tell about him ? 

Why is it that what makes one man like you 
makes another dislike you? 

Why is it that the kind of entertainment which 
cheers one person bores another? 

Why is it fatal for two opposite temperaments 
to spend a vacation together? 

Why does the person who makes a wonderful 
sweetheart often make such a poor husband or wife ? 

Why do two red-haired people almost never 
marry? 53 53 

Why are certain temperaments promoted faster 
than others, given better salaries and sought after 
socially while others are “ wall flowers?” 

Why is it that a man seldom proposes to the girl 
he is craziest about, while a woman prefers to marry 
the man she is wildest over, no matter what he is ? 



YOUR PERSONALITY 


XXI 


Why do traffic cops enjoy their jobs? 

Why do the “ mannish” women marry feminine 
men, and vice versa? 

Why are some of the best-brained people 
failures and some of the most ordinary-minded 
succeessful? 53 53 

Why does the stickler for little things let big 
ones go, and vice versa? 

Why does your chin tell on you and what does it 
betray? 53 53 

Why is a certain temperament “two-faced?” 

All these and many other baffling questions 
are answered by science in the interesting course. 

Do You Know— 

That Roosevelt’s success came from the traits 
told in his jaw? 

That Susan B. Anthony’s fame was due to her 
profile? 

That a half-inch less of chin would have changed 
the whole life history of Woodrow Wilson? 

That two little lines in Bryan’s face tell the 
traits that made him the greatest modern orator? 

That Dr. Anna Howard Shaw’s ability centered 
around the gift shown on the top of her forehead? 

That John J. Pershing was chosen to lead “ The 



XXII 


HOW TO REALIZE ON 


Yanks ” because of the two traits shown in two 
different places on his side-head? 

That every world-famous artist has a certain 
kind of hand? 

That the achievements of Carrie Chapman Catt, 
world leader in the woman suffrage cause, resulted 
from traits plainly indicated in the lower half of 
her face? 

That Ben B. Lindsey, noted “ Kid’s Judge ” of 
the Juvenile Court, has risen to fame from the 
tendencies shown in his front face? 

That Charlie Chaplin’s career would never 
have been if he had been different in a certain part 
of his brow? 

That Mary Pickford’s fame has come less from 
her golden curls than from the characteristics 
shown in her nose? 

That George Creel, well-known reformer, muck- 
raker, and prominent as head of the Bureau of 
Public Information during the war, has built his 
life around his underslung lower jaw? 

That it was his eyes and mouth traits which 
brought fame to Robert G. Ingersoll? 

That the exact opposite ones brought the 
opposite kind of fame to Cardinal Gibbons? 

That Henry Ford and John D. Rockefeller, 



YOUR PERSONALITY 


the two richest men in America, (and every other 
multimillionaire) are exactly alike in one place on 
their temples? 

That Elbert Hubbard’s attainments were the 
inevitable results of his front face characteristics? 

That Mark Twain’s fame came from the traits 
shown in the shape of his nose and two interesting 
places just above his eyes? 

That Abraham Lincoln’s immortal glory came 
from the character clearly indicated in his frame, 
his deep-set eyes and his deeply indented chin? 

That William Howard Taft’s three chins explain 
why he has been appointed and elected to more high 
offices in the U. S. than any other American? 

That Billy Sunday’s career has grown naturally 
out of his jaw? 

That Babe Ruth’s hands and eyes are the two 
things that made him the “ home-run hitter? ” 

That Orison Swett Marden’s books are the 
natural fruit of his particular shape of “ dome? ” 

That Elihu Root’s history has been built 
around his eyes? 

That W. S. Hart’s has been built around his 
skeleton? 

That Samuel Gompers’ power has been the 
harvest of his profile and height? 



XXIV 


HOW TO REALIZE ON 


That David Wark Griffith has risen to his 
present eminence as the result of the width of his 
forehead? 

That Jane Addams of Hull House has achieved 
preeminence because of the traits shown in her 
mouth? 

That the fame of Arthur Brisbane, greatest 
editorial writer in the world, has come from a 
trait clearly indicated in the " set ” of his eyes? 

That the two greatest living American humor¬ 
ists, Booth Tarkington and George Ade, have in 
common something much more important than 
their residence in Indiana? 

That Galli Curci s illustrious career came in¬ 
evitably from the length, height and width of her 
nose section? 

That Fay King, best known woman cartoonist 
in America, has risen to prominence from traits 
plainly shown in the ends and length of her fingers? 

That Thomas A. Edison’s characteristics all 
show in his face and that his face is a composite of 
the desirable traits as taught by Human Analysis? 

The reasons for these and the thousands of 
other helpful, practical, interesting things are 
fully explained in this wonderful course and 
graphically diagramed in one hundred illustrations. 



CHAPTER I 


What Your Features Tell 
About Your Personality 

Part One 


THE EYES 


ENTURIES ago the eyes were 
named “ the windows of the 
soul. ,, This ancient maxim has 
come down to us because it is 
true. A man’s spirit shines out 
through his eyes. 

Just as a man’s face is the 
front view of his house, his eyes 
are its front windows. Through 
them you can see the “inside” 
of his nature as plainly as you can see into a man’s 
front room at night when all the lights are on. 



The Drawn Blinds 

When for any reason a man wishes to conceal his 
actions he pulls down the blinds of his windows. So 
when a man is thinking or doing anything he wishes 











22 


HOW TO REALIZE ON 


to conceal from others he automatically draws the 
blinds, his eyelids, as closely over his eyes as possible. 

The eye which is merely drawn together does 
not necessarily indicate that the man is doing any¬ 
thing wrong, any more than pulling down your 
window shades at night indicates wrongdoing inside. 
It may be that he is naturally modest, retiring, 
repressed or timid. 

“ He Has A Bad Eye 99 

How many times you have heard some one say, “ I 
don’t trust that man. He talks all right and seems 
all right, but—he has a bad eye.” 

So, you see, mankind has been analyzing people 
on sight for ages—only we have but recently clas¬ 
sified, clarified and compiled our knowledge. 

Eyes Tell Intelligence 

The world is talking much these days of “ intel¬ 
ligence tests,” but the most authentic, quickest and 
surest proof of any creature’s intelligence is found 
in his eyes 53 53 

This is not to be confused with “ intellectuality” 
nor education—a man may have both of these and 
lack intelligence. It means the native mental quick¬ 
ness or keenness of a creature—his capacity for 



YOUR PERSONALITY 


23 


sensing a situation and making the most of it, 
instead of being baffled or defeated by it. 

The "Alive” Eye 

The “alive eye” can not be pictured; it eludes the 
brush, the pen and even the camera. But it can be 
felt and seen in action. This intangible something 
which instantly impresses and wins you is the liveli¬ 
ness of the mind behind it. 

The Frank Eye 

People are just about as open as their eyes are. Eyes 
that are habitually wide open denote a frank 
personality. See Chart 27, Fig. A. 

Sometimes the open-eyed person is compelled by 
circumstances to conceal something, but he never 
enjoys it and is glad when it is over. 

He likes to disclose his affairs. You know a week 
in advance all about the dinner he is going to, what 
he is going to wear, whom he is going with; and the 
day after he will tell you what happened, what 
everybody else wore and said and did. 

The Penalty of Frankness 
This habit of dilating upon his private concerns 
often brings this man a good deal of disillusionment. 










YOUR PERSONALITY 


25 


He finds that his friends have not kept his confi¬ 
dences. Others think him queer to have so revealed 
himself. Less frank people are shocked by his out¬ 
spokenness; while extremely secretive people are 
sometimes repelled by it. 

Talks Easily 

So it happens that the open-eyed person of thirty will 
not tell you quite everything the first five minutes as 
he used to do at twenty. He has had some sad lessons. 

But if his eyes are really the kind that stand 
open , he does not life to hide anything. No 
matter how essential to his own welfare conceal¬ 
ment may be, he will come pretty near telling you 
the whole story after a few days. 

The Reticent Eye 

When you see a person whose upper eyelids hang 
far down over the eyeballs, you are looking at one 
who is naturally reticent. See Chart 27, Fig. B. This 
individual dislikes to discuss his private business, 
and is irritated when people try to make him do so. 

These are not necessarily things that need to be 
kept secret—often they are no more significant than 
the new suit he has purchased; but he simply prefers 
to keep them to himself. 




•I 







YOUR PERSONALITY 


27 


Large, Far-Apart Eyes 

Eyes that are very large, very far apart, and very 
wide-open denote a personality that is trusting and 
credulous . See Chart 28, Fig. A. Such a person is 
child-like in faith, especially his faith in people. 

For this reason he is a victim of deception and 
trickery more often than any other type. 

Confidence Victims 

An expert confidence man who had eluded the 
police for a decade was caught in New York and 
finally confessed. A newspaper reporter, interview¬ 
ing him at Sing Sing, asked him this question: “ Did 
you find there was any particular kind of individual 
more susceptible than others to your confidence 
games?” 53 33 

** Certainly,” he answered. “ I always selected 
people with the largest, most wide-open, far- 
apart eyes. They are naturally trusting and unsus¬ 
picious. The other kind used to suspect me when 
I was not doing anything at all! ” 

Small, Close-Drawn Eyes 
Small eyes, whose lower lids creep up on the eyeball 
and almost meet the upper ones, are the eyes of the 
skeptical, suspicious person. See Chart 28, Fig. B. 



28 


HOW TO REALIZE ON 


If in addition to this his eyes are very close 
together , he is shrewd , hard to convince of anything 
—the exact opposite of the open-eyed, wide-eyed 
person. If he lacks any of these three character¬ 
istics, he is not so shrewd or skeptical as to be 
cunning or dangerous. But he will always exhibit a 
good deal of canniness and a large amount of fore¬ 
sight in all his relationships with others. 

The Why Of This Eye 

Stand in front of your mirror and let a thought of 
skepticism about something go through your mind. 
Don’t think about your eyes, just let them alone. 
See how they stiffen and get cold! 

Now think of some one of whom you are act¬ 
ually suspicious—some one whose motives you feel 
sure are dishonest. See how those lower lids creep 
up your eyeballs and how the upper ones come 
down to meet them, making all those fine little 
puckers at the corners! 

But when you are full of faith your eyelids no 
longer stand on guard. They recede, and the eye 
opens wide. All Madonnas are painted with large 
eyes, and the very devout or prayerful with 
eyes which roll upward entirely away from the 
lower lid S3 S3 



YOUR PERSONALITY 


29 


The Lower Lid’s Significance 
The lower eyelid is the crucial point in the skeptical 
eye. The upper eyelid may hang far over and the 
person be only reticent or taciturn, but when the 
lower lid fits up very high on the eyeball the owner 
is always suspicious . 

Now when a man has indulged in suspicions 
habitually he has kept his lower eyelids up there 
habitually, till they are “ all screwed up ” and “ set ” 
permanently in that position. 

Three Things About Eyes 
Here then are the three things told by the different 
characteristics of the eyes: the lower lid tells the 
amount of inborn skepticism in a man’s personality; 
the upper eyelid tells the amount of his inborn frank¬ 
ness; and the distance apart tells the amount of 
natural credulity he possesses. 

The Cold, Hard Eye 

The cold, hard eye goes with none but the cold, hard 
nature. The man who can look upon the suffering of 
any living thing without showing it inhis eyes is cruel. 

The Warm, Soft Eye 

You recall the warm, soft eye which is the opposite 



30 


HOW TO REALIZE ON 


of the one described above. It always goes with an 
exactly opposite kind of nature. 

A warm heart, responsive to the woes of others, 
an outgoing attitude and a tendency to give much, 
are other characteristics of these people. They are 
invariably good, kind and loving. 

The Sad Eye 

There is an eye that bespeaks a sad, drooping 
personality, and that eye itself is sad and drooping. 
It says more plainly than words, “ I am unhappy. 
This Pollyanna business is nonsense. Life is just a 
game with all the dice loaded against you/* 

Many people bc>rn with large, beautifully-set 
eyes have ruined them by this mental attitude 53 

The Glad Eye 

You all know the happy eye. It sings and dances. 
It is the one you are always glad to see coming, that 
puts a new color on the day; that makes you see the 
world as a rosier, better place to live in. 

The Radiant Eye 

Quite different from these, and with a psychology 
all its own, is the radiant eye. It is not merely like 
the soft eye nor the happy eye, but has both these 



YOUR PERSONALITY 


31 


qualities and more. It is luminous , glowing — 
impossible to describe but readily recognized and 
never to be forgotten. 

This is an eye from out of which seems to shine 
the soul of the person. It is the eye of the most 
charming, expressive, untrammelled personalities. 
Such a one seems like an old friend from the first 
-'moment. Unless you are a naturally suspicious 
nature—which God grant you are not!—he instantly 
wins you over. 

And well he may, for he is the type of personality 
that combines great natural intelligence with great 
natural generosity—a big brain with a big heart. 

The Selfish Eye 

The selfish man has an eye the opposite of this. 
He has often been called the 44 beady-eyed ”— 
implying rat-like cunning and caution. Such a man 
does not care what becomes of you or humanity. He 
is looking out for himself. His eyes lack radiance and 
warmth—though they have the ferret's keen, pierc¬ 
ing glance whenever his own interests are involved. 

The Shifty Eye 

The 44 shifty eye ” has long been a bone of con¬ 
tention. It used to be supposed that the man whose 



32 


HOW TO REALIZE ON 


glance roved away from yours when talking with 
you was dishonest, and this is often true. 

But we have come to realize that there is a great 
difference between the shifty eye that dodges you 
and the roving eye that merely looks at other (and 
sometimes more interesting!) things while you are 
speaking. Timidity is often the cause of this looking 
away. So do not misjudge. 

The Stern Eye 

Still different is the steely eye. This is the eye that 
looks straight at you when you are speaking but 
does not change expression —that tries to get full 
information from you while refusing to divulge any. 

This person is usually on the defensive. Either 
he is afraid of you, distrustful of your motives, 
fighting within himself not to agree with you, or he 
is out-and-out opposed to you. He may hate you, 
fear you or be merely envious or jealous of you, but 
in any of these cases his expression will approximate 
this metallic, inhuman look you see best illustrated 
in Chart 28, Fig. B. 

Eyes In General 

In general, remember these things about eyes: look 
out for people who move their eyes without mov- 



YOUR PERSONALITY 


33 


ing their heads—who change the direction of the 
glance without changing the direction in which 
the face is pointing. 

This is the furtive person—one who hopes to “get 
something on you.” He is not to be trusted. The rea¬ 
son he suspects others and is always trying to catch 
them at something is that he judges them by himself. 
“ Be suspicious only of the suspicious man,” said 
Elbert Hubbard. Pin your faith to the folks who 
turn their heads when turning their attention . 

Also be careful of those whose eyes never light 
up till their own affairs are under discussion. Such 
a one is selfish and egotistical. 

Be careful of that person whose eyes do not 
smile when his lips do. He is pretending. His tongue 
may say, “ I ’m so glad to see you,” and his 
mouth may open in a brilliant, teeth-flashing smile 
—but if his eyes do not join in the chorus he is 
saying something he does not mean. 

ii——i* 

Part Two 

NOSES 

Q OSES, being our most conspicuous feature 
and one impossible to camouflage, have always 
been of great interest to the student of human 



Long nose 

The MATURE 
Personality 








YOUR PERSONALITY 


35 


nature. Leaving out all the minor points still in con¬ 
troversy, we will confine ourselves to those traits of 
personality which all scientists agree are indicated 
by the size, shape or structure of the nose. 

The Long Nose 

A nose that takes up more than its third of the 
length of the face (see Chart 29, Fig. A) is called 
“ the mature nose” and always indicates a natural 
maturity of mind. 

Such an individual is less babyish, even in child¬ 
hood, than others, and is often called “ old for his 
years.” This does not necessarily mean greater or 
better intelligence, but merely the kind of intel¬ 
ligence that runs to more mature subjects than the 
average 53 53 


The Short Nose 

A short nose is one that takes up less than its third 
of the length of the face. See Chart 29, Fig. B. 

The owner of this nose is invariably less staid 
and serious than the long-nosed man. Whereas the 
latter invariably looks at everything more as an 
adult, even when he is a child, the short-nosed 
person continues to take a child’s interest in many 
youthful things long after he is an adult. 







YOUR PERSONALITY 


37 


The “ Bom Pessimist ” 

You know some people so pessimistic they naturally 
incline to looking on the dark side of things.Instead 
of being glad during prosperity, such a person is 
worried for fear it will stop, and when this very atti¬ 
tude makes it stop , says, “ I knew it could n’t last!” 

When everything points to uninterrupted happi¬ 
ness he ” feels in his bones ” something is coming 
to upset it. No joy is joy to him, for he won’t let 
himself enjoy it. 

Any person who habitually looks for the fly in 
the ointment or the hole in the doughnut betrays 
this attitude by several different bodily signs, one 
of which is his 

Long, Drooping Nose 

This is the nose of unusual length whose tip hangs 
down. See Chart 30, Fig. A. 

Do not confuse this with the merely long nose 
referred to before, nor with the merely drooping 
nose. It must have both these qualities to indicate 
inborn pessimistic tendencies. 

You say it reminds you of the wicked old witches’ 
noses in the fairy books. We learned centuries ago 
that dire, gloomy folks always have noses like this, 
and the makers of the fairy books know it. 



38 


HOW TO REALIZE ON 


The Short, Upturned Nose 
You know some other people who automatically 
look at the bright side of everything, who espy 
something to be joyful over even when things are 
at their worst. 

Find a man or woman who simply can’t get 
the blues, who laughs at his troubles and does n’t 
remember he has any, and you will see one with a 
nose that turns up at the end. If he is actually child¬ 
like in his attitude toward misfortune, never seem¬ 
ing to know it has touched him, he will have a nose 
very much like the one in Chart 30, Fig. B. 

You will note that this is the immature nose 
combined with the optimistic nose. These two 
qualities enable him to pass through many hard 
experiences without minding them. 

The Erratic Nose 

A nose that differs distinctly from the average in 
any way denotes a difference from the average in that 
person’s personality. 

But there is one kind of nose which denotes the 
greatest divergence from the average, and that is 
the one you see in Chart 31, Fig. A. This is the 
erratic nose, and always goes with a nature at least 
slightly eccentric. Such a person will not necessarily 



YOUR PERSONALITY 


39 


be erratic in large ways or in his general make-up, 
but you will find his personality eccentric in little 
places where you least expect it—tenacious ad¬ 
herence to certain things that the average person 
never gives a thought to. 

These little habits may be good, bad or indiffer¬ 
ent, and they are as often one as the other. Some¬ 
times these things are so personal and trivial they 
pass unnoticed for years, but they are always there. 

We knew a cultivated, gracious woman with 
this type of nose. She was apparently free from 
eccentricities, and when this chart was shown to the 
class in Personality her friends declared she was an 
exception; whereupon she told of eccentricities she 
had always clung to—one of which was never to 
call upon business people without an American 
Beauty rose in her belt. 

“ Why I do this I don’t know,” she said. “ It is 
not because I think it especially effective, for some¬ 
times it is not, but I simply don’t care to talk busi¬ 
ness without it.” 

Mark Twain’s Nose 

A striking example of how nose-shape indicates 
traits of personality was seen in Mark Twain. His 
was a combination of the pessimist’s nose (Chart 








YOUR PERSONALITY 


41 


30, Fig. A) and the erratic nose (Chart 31, Fig. A). 
These traits were strikingly blended in his person¬ 
ality 55 55 


Pessimism and Humor 

Mark Twain’s pessimism was not as extreme as that 
expressed by the “ Drooping Nose,” for his nose was 
not as extreme as this one. But for all his humor he 
was the saddest of men—as his intimate friends 
(including William Dean Howells and Albert 
Bigelow Paine, his biographer) all testify. 

“ Fear of the future and regret for certain past 
episodes in which he had been entirely blameless, 
haunted his mind to the day of his death,” one 
biographer says of him. ** Remorse, the darkest 
side of grief, was his constant companion. Though 
innocent of any oversight whatever, he blamed 
himself for the death of three members of his 
family.” 55 55 

He always declared his brother would not have 
died had he not allowed him to make that par¬ 
ticular trip up the Mississippi; that his daughter 
Susie, whose death occurred while he was abroad, 
would not have died had he stayed at home and 
properly cared for her; and that his little son, who 
died of diphtheria at four, would have lived if he 



42 


HOW TO REALIZE ON 


had not neglected to keep him warmly covered 
while out driving one winter’s day in Buffalo. 

Mark Twain’s wit, like that of every great 
humorist, was only the reverse side of an inherently 
serious nature. Jokesters, punsters and wags may 
be naturally optimistic, but the kind of humor that 
sinks deep into human hearts is possible only to the 
man who has gone through Gethsemanes himself. 

Look at Dante’s nose and you will see why he 
chose “The Inferno” as a theme. 

Twain’s "All White” 

Mark Twain showed his eccentricities—indicated 
by the high, erratic bridge in his nose, similar to 
that in Chart 31, Fig. A—in various ways. The most 
famous was that all the latter years of his life 
—winter and summer—he wore nothing but white. 

The Sensitive Nose 

This is called the “poet’s nose.” See Chart 31, 
Fig. B. It does not necessarily differ in size or 
general shape from the average nose, but you 
will soon learn to detect it because it bears 
these unmistakable marks: Delicate nostrils, chis¬ 
eled tip, sensitive poise and indefinable lines of 
refinement 53 53 



YOUR PERSONALITY 


43 


It is no mere meaty projection, as some noses 
are. It has little curves and indentations that 
bespeak a highly sensitive personality. 

Such people are naturally refined. Training or 
no training, this person avoids the vulgar and 
cultivates the esthetic. He may not create anything 
artistic, but he will appreciate it. He may be an 
indolent ne’er do well or a busy business man 
(according to some other traits in his personality) 
but he will always prefer gentility to brutality and 
harmony to conflict. 


n—« 

Part Three 

THE MOUTH 

O UR NOSES are made for us, but we make our 
own mouths. Of course you are born with some 
kind of opening in your face, but what that opening 
looks like when you are thirty depends on you 53 
Its expression, the way it sets, its meaning and 
mystery—the whole story it tells—is what YOU 
make it. The way you have lived, the thoughts you 
have been thinking in those years, the feelings and 
emotions you have indulged in, the flights of your 
spirit and the gratification of your instincts—the 



44 


HOW TO REALIZE ON 


true record of them all is told by the expression of 
your mouth 53 53 

The size of your mouth tells many things, but 
the expression tells more important ones. Your 
mouth may be very different in size from another 
man’s and yet tell the same story as his, if you have 
lived the same kind of life. 

How You Make Your Mouth 
The reason is that, while the other parts of your 
face are fitted with muscles over which control is 
restricted, your mouth is equipped with voluntary 
muscles which respond instantaneously to the 
slightest thought or feeling that flits through your 
consciousness 53 53 

Every idea and emotion leaves its little record 
written upon your mouth. If one kind of thought 
goes through your mind but rarely the record will 
not be plain enough to read. But if it is a habit of 
yours to think such thoughts and feel such feelings, 
the story they leave behind will, by the time you 
are thirty, be so plain that any one who has studied 
Human Analysis can read it as easily as print. 

The Large, Lax Mouth 

A mouth which has large, lax, meaty lips and hangs 



YOUR PERSONALITY 


45 


open is the mouth of the primitive nature. See 
Chart 32, Fig. A. Such a man is almost as much 
animal as human. He eats heavily, fights fre¬ 
quently, thinks little, reads almost nothing, and 
mates as do the beasts of the field. 

The Tight, Pinched Mouth 
A mouth with thin lips that are drawn so tightly 
together as to look pinched and puckered is the 
mouth of the " fusser.” See Chart 32, Fig. B. This 
person is petty over trifles and a stickler for his 
smallest rights. Everything has to be done “ just 
so.” He wants his egg fried on the same side every 
time, his coffee exactly as specified, and his toast 
a particular shade of brown. 

The Loving Mouth 

Mouths that are soft, beautifully curved—“cupid’s 
bows”—like the one shown in Chart 32, Fig. C, are 
those of a loving personality. He lives for love, he 
lives to love, and is happy only when in love. He 
admires sentiment and seeks it in everything. 

This is essentially the expression of the sweet¬ 
heart, the young lover, the brooding mother. It is 
one that habitually comes over any mouth when 
thoughts of love cross the mind. 







YOUR PERSONALITY 


47 


The Firm Mouth 

Lips that stand firmly but not fiercely together, 
that are of medium thickness and definite contours, 
are the lips of firm personalities. See Chart 32, 
Fig. D. This person may not dislike sentiment but 
he does not indulge in sentimentality. 

11 is one of the strongest personalities known— 
intelligent, self-directing and self-controlled. No 
excesses of any kind ruin the life of this man. This 
is the mouth oftenest seen on the great personages 
of the world, for it goes with the things that make 
men great 55 55 

The Organized Mouth 

This mouth in Chart 32, Fig. D, is often called the 
“organized” mouth. It is an indication that its 
owner’s life is organized. The lips stand together as 
though they had business to do and knew how to 
do it 55 55 

A lax mouth always goes with a lax nature, and 
the more lax the mouth the more lax the nature. 
The loose mouth goes with a loose nature, and the 
looser the mouth the looser the man. 

This firm mouth means a firm but not a pinched 
personality. It means just what it looks—definite¬ 
ness, determination, decision. Such a nature goes 




Short, up-curved upper lip Long, straight upper lip 


Likes PERSONAL PRAISE Prefers INDIRECT PRAISE 



Lower lip protruding 

The PEACE-LOVING —* 


The FIGHTER 


33 







YOUR PERSONALITY 


49 


far, for these are the qualities that carry men far. 

Look at the photographs of highly intelligent, 
strong, thoughtful characters, and never on one 
will you find a loose-hanging mouth; but on every 
one you will find a mouth of poise and power. 

Short, Curving Upper Lip 
Now we come to an interesting upper lip—one that 
is short and curves upward. See Chart 33, Fig. A. 

This is the lip of the person whose happiness 
depends to a large extent upon the personal 
approval and affection of others. He is less self- 
sufficient than other personalities and intensely 
enjoys company, geniality and comfort. 

Loves Personal Praise 

This short, curving upper lip shown in Chart 33, 
Fig. A, is often called the “ praise-loving” lip. Its 
owner enjoys personal praise and personal attention. 

There are few people in the world who do not 
crave appreciation, and a well-turned compliment 
appeals to us all, but this person with the short, 
curving upper lip lives for it. He desires the warmest 
praise for himself, his appearance, his beauty and 
all that he is. 

A woman with such a lip must be admired of men 



50 


HOW TO REALIZE ON 


and envied of women to be content. A man with 
this lip is putty in the hands of a clever woman 
who knows how to feed his vanity with flattery. 

The Long, Straight Upper Lip 
The long, straight upper lip is the exact opposite. 
(See Chart 33, Fig. B.) 

This is the lip of the person who very much prefers 
that you talk about what he does , rather than what 
he is. He may be ever so anxious to make a favorable 
impression and to gain your good will. But if you 
speak of his handsome bearing, his faultless tie or his 
fine complexion you are going to embarrass him. 

Embarrassment soon grows to irritation, so 
you invariably irritate this man if you presist in 
being effusive to his face. Any praise you give to 
him had much better apply to his achievements 
than to his person. Then if you write it instead of 
saying it to him in person you will make a real hit. 

Always remember this: there is no living man or 
woman who does not enjoy appreciation . Only some 
like it administered one way and some another— 
and the upper lip tells you which. 

The Receding Lower Lip 
A lower lip that recedes far under the upper, indi- 



YOUR PERSONALITY 


51 


cates a personality that avoids disagreements and 
conflict of all kinds. (See Chart 33, Fig. C.) Because 
he wants harmony, he usually pays a pretty high 
price for it. He is not pugnacious, quarrelsome or 
hard to get along with, but easy-going and often¬ 
times too easily led. 

The Protruding Lower Lip 
The protruding lower lip (see Chart 33, Fig. D), 
being the opposite of the one just described in Fig. 
C, denotes the opposite trait. This is often called 
the ** underslung mouth, for it is precisely this 
which causes the lower lip to stand out. 

In such a mouth the usual order is reversed. 
Instead of the lower teeth setting back underneath 
his upper ones, the lower ones overlap the others. 

This man is always a scrapper. He may not 
descend to fighting with his fists, but he will always 
be fighting for something. Some of Americas best 
known fighters have this jaw—amongst them 
George Creel, famous reformer. 

Any mans fighting tendencies are always in 
proportion to the protrusion of his lower face . 

Your Happiness Barometer 
When your mind changes, your mouth changes. 









YOUR PERSONALITY 


53 


No one who is observant needs to inquire whether 
you are glad or sad. Your mouth tells all about it. 

Some people look on life and “ call it good.” 
Others look on the same thing and call it “ no 
good.” You can always tell which of these classes 
any person is in by looking at his mouth. 

The Happy Mouth 

The person who habitually looks on the bright side 
has a mouth that stays turned up at the corners. 
See Chart 34, Fig. A. He has smiled so much it has 
become fixed in this mold. Good results, like the 
bad, are cumulative, in faces. 

The Sad-Minded 

Look at the man in Chart 34, Fig. B. No one ever 
had a mouth like that without a mind to match. 
It is forever on the lookout for the worst. He is so 
busy remembering the troubles of the past, he has 
no room left in his mind to look for the best in the 
future—just as a man walking backward always 
stumbles over many of the best things in his pathway! 

The Sensual Mouth 

The less said about the mouth in Chart 34, Fig. C, 
the better. Its thick, backward-rolling lips indicate 



54 


HOW TO REALIZE ON 


a sensual, sexual nature. Such a mouth is not 
necessarily vicious, but its owner lives too much in 
one particular lower plane of his makeup at the 
expense of the higher ones. 

He will be anything from a thug to a high-class lib¬ 
ertine —depending upon the thickness, size and heav¬ 
iness of his lips, his opportunities and financial means. 

The Miser’s Mouth 

Did you ever go out in your town to raise money for 
anything? And did you by any chance go to a man 
with a mouth like this one in Chart 34, Fig. D? 
If so, you know what you got—or rather what you 
did n’t get. 

For this man is penurious and “ close.” He 
squeezes a nickel till the buffalo bellows. 

The "Dollar” Mouth 

This kind of person with a slit for a mouth loves 
money better than anything else in the world. He 
literally starves his life—also the lives of those who 
are dependent upon him. He holds a dollar so close 
to his eyes it shuts out everything else. 

The Draw Strings 

A generous person always has a generous-looking 



YOUR PERSONALITY 


55 


mouth. It opens easily and spontaneously. But this 
man in Chart 34, Fig. D, would like to charge you a 
quarter for every smile he gives you. 

The next time you see some one laboriously 
untying one of those old-fashioned pocketbooks, 
take time to size up his mouth. It looks as though 
it had a draw-string, too! 

ii—H 


Part Four 


THE JAW 

KNOW whether a man prefers “ peace at 
any price,” would “rather fight than eat,” 
or is something in between, look at his jaw. 

If it recedes, he is the opposite of the bulldog 
in feature and therefore the opposite in this trait. 
The more it recedes the more peaceable he will be, 
the more will he sacrifice his own rights for harmony. 

Look again at Chart 33, Fig. C. The recession 
of this lower lip is due to the receding jaw, since 
the set of the upper and lower jaws determines 
the angle at which their lips set together. 

The more any man’s jaw stands out from the 
rest of his face, the more will he tend to settle things 
by some kind of fighting. If he is educated, culti- 








YOUR PERSONALITY 


57 


vated, well-bred and of mature years he will resist 
this tendency rather than sacrifice his self-respect 
and the respect of others. Society does not counte¬ 
nance fighting and he knows it. But his first reac¬ 
tion to opposition of any kind is more opposition. 

He wants to “ fight it out ”—perhaps in argu¬ 
ment, sometimes “ in the alley ”—but whichever 
it is, opposition is what he offers you. 

The Deferential Jaw 

Tapering jaw-corners [ike those shown in Chart 35, 
Fig. A, are an indication of non-combativeness. 
This man gets as much out of life as the others— 
often more—but he gets it peaceably. 

He is deferential, knows how to make people 
work With him instead of against him. He knows 
how to placate the angry, satisfy the unreasonable 
and please the exacting. 

He does all this naturally, preferably, easily. 
He does not figure it out each time. It is his normal 
reaction to trouble, just as fighting is the normal 
reaction of the other kind. 

The Dogged Jaw 

Chart 35, Fig. B, shows the square jaw-corners of 
the dogged personality. Any person whose jaw 








YOUR PERSONALITY 


59 


comes down to a right-angle like this is naturally 
untactful, and whatever tact he acquires must be 
worked for. 

When once this person gets his mind set on a 
thing, he never lets up. No matter how trivial it 
may be, he won’t give in till he gains his point. He 
is very often a man whose front view looks like 
that of Chart 36, Fig. B. 

The Obstinate Personality 
Whenever the front view of a man’s face shows 
the voidest part across from the jaw-corner to 
jaw-corner (like the one in Chart 36, Fig. B,) 
that man is obstinate. Even in little things he will 
not yield. A side view of his jaw usually looks 
like the one in Chart 35, Fig. B. 

The Amenable Personality 
The exact opposite is the man of the tapering-jaw, 
shown in Chart 36, Fig. A. Here is an amiable 
personality. He gets over his anger, harbors no 
bitterness, and seldom seeks revenge of any kind. 

These tapering-jawed people are adaptable, 
socially and maritally, and thereby save them¬ 
selves much unhappiness. They may think differ¬ 
ently from you, but they are not unpleasant about 



60 HOW TO REALIZE ON 


it. Usually they don’t even tell you where they 
differ. They let it go. 

Everybody Reads Your Face 
People look at your face for many facts about you. 
They involuntarily scrutinize it and instantly 
make estimates of you. But they search your face 
for one thing first of all: To see whether you are 
for them or against them. 

The ego of us all stands on guard, like a sentry 
pacing up and down in the night, and to every 
passerby says, “ Who goes there—friend or foe? ” 

Your face tells the answer. If it fails to say you 
are this man’s friend, that your heart is right 
toward him and that you are going to play fair, he 
classifies you, subconsciously, as a neutral, and is 
less comfortable than if he were assured of your 
friendship 53 53 

If unkind or critical expressions cross your 
countenance, he puts you down as an enemy. 

But if kindliness and tolerance are shining from 
your face, that ego of his joins with you, and he is 
ready to be your friend. 


What Your Face Does To Your Personality 
The most beautiful face in the world can be ruined 



YOUR PERSONALITY 


61 


by the wrong thoughts, and the plainest face can 
be made beautiful by the right thoughts. Not only 
are these right thoughts good for your personality 
—they are good for your entire life. 

Make Your Face Help 

To make your face add to the attractiveness of your 
personality and at the same time make it help you 
to contribute your share to the pleasantness of the 
world in which you move, remember these 

Don’ts For Your Face 

Never let your face express hatred for any person. 
To be sure about this, start now to keep hate out of 
your heart. It is weak, primitive and poisonous 
—and the one it poisons most is you. 

No matter how much you think you have a 
right to dislike anybody, don’t waste your face 
or your time to express it. Life is too short. 

Don’t let exhausted, lifeless expressions come and 
camp on your face, no matter how hard a day you ve 
had. If you can’t look alive, stay away from people. 

Avoid every expression of absent-mindedness 
when others are speaking to you. Don t look inert, 
inattentive. Keep that *' nobody home look out 
of your eyes. 



62 


HOW TO REALIZE ON 


Don’t hottle up your face. By this we mean don’t 
hold your face stiff, as though you feared it would 
crack if you moved a muscle. 

No matter what sorrows have come to you, 
don’t advertise them on your face. If you do you 
will add another—the sorrow of friendlessness. 

Never show suspicion. If you are incredulous or 
skeptical, protect yourself, but don’t let this 
ruinous expression get the habit of hanging around 
your eyes. What the other fellow is trying to do to 
you is nothing compared to what you will do to 
yourself if you persist in suspecting people all the 
time. The man whose eyes are always saying, 
“ I’m on to you. You can’t fool me,” is fooling 
himself. 

Don’t let that “ I know something I won’t 
tell ” look creep into your expression. If you have 
a secret, keep it a secret. 

Don’t let prying curiosity express itself in 
your face. The only way to do this is to weed it 
out of your mind. “ The man who attends 
to other people’s business never has much of 
his own” 

Remember, a look that is petty, impatient or 
petulant—no matter what its justification—helps 
nobody, irritates everybody and injures yourself. 



YOUR PERSONALITY 


63 


The two worst things in a human face are sneers 
and superciliousness. They are the pet weapons of 
snobs, weaklings and the shallow-minded. 

Don’t wrinkle your brow, pucker your mouth 
or nod your head up and down when people are 
talking to you. 

Don’t get the notion that any of these things 
are unimportant in the development of your 
personality. The reason defining a winning person¬ 
ality has heretofore baffled every one, is because it 
is the sum total of numberless little things, every one 
important and doing its part in the perfect whole. 

Don’t be discouraged if you can’t do all these 
things at once. You have years ahead of you—and 
the more you stick to good thoughts the more 
years will you have. 

Do’s For Your Face 

First of all, let Love of Mankind shine from your 
face. The only way to do this is to get this love 
into your heart. It will make you big, and nothing 
else ever will. 

No matter how dull and colorless the person 
who is speaking to you, interest yourself in him for 
the time being and let it show in your face. There 
are many fascinating things about the dullest of 



64 


HOW TO REALIZE ON 


people—if you are clever enough to find them. 
When people seem dull to you, fifty per cent of the 
fault is yours . 

The most alluring facial expression is that 
“I ’m right here ! 99 look which tells the other person 
you are interested in all that concerns him and that 
you want to be helpful. 

When with a group or an individual keep 
your face open and wide-awake . Don’t be one of 
those who never come up for air except when he 
or his affairs are the topic of conversation. You 
owe some contribution to every gathering. If you 
can’t contribute talk, at least contribute an alert, 
interested look S3 

Go a step further and show enthusiasm for what 
is going on. If nothing worth being enthusiastic 
about is happening, make something happen. 
Don’t be a death’s head at the feast. Do your part 
or get out. 

Look straight at but not through people when 
they talk to you. 

Let frankness shine out of your face. There are 
very few things worth being secretive about. 

Show a willingness to help but never to pry. 

If you are weak enough to be hurt by others, at 
least be proud enough not to show it. 



YOUR PERSONALITY 


65 


Keep your brow serene. 

Keep the corners of your mouth up. 

Keep your chin up but not out. 

Keep your eyes open, and sincere. The 

secret of this is to be that way. 

The great secret of a magnetic personality is a 
spirit 

That gives instead of takes; 

That is outgoing, not ingrowing; 

That is open, not closed; 

That is optimistic, not pessimistic; 

That looks up, not down; 

That is warm, not cold; 

That is interested, not indifferent; 

That is self-confident, not timid; 

That is radiant, not gloomy; 

That is proud, not prudish; 

That loves, not hates. 



) 


CHAPTER II 


What Your Profile Indicates 
About Your Personality 


WE DO THREE THINGS 


E do but three kinds of things. 
From the cradle to the grave 
every activity of our lives falls 
into one of these three classes: 
Thinking 
Acting 
Speaking 

The profile tells instantly, 
to the trained eye, how a man 
habitually thinks, and how he 
habitually acts, and how he habitually speaks. 
When you know these things about any man 
you know all the vital ways in which his 
personality expresses itself to the world. 



Profile and Personality 

Everything we do has three elements, each one 
essential to success : 













68 


HOW TO REALIZE ON 


Quality 

Quantity 

Quickness 

To illustrate: You must do it in the right way 
(quality), do enough of it (quantity), and do it soon 
enough to count (quickness). The profile tells not 
only what kinds of things we think, say and do, 
but the quickness, quality and quantity of each. 

Four Facial Sections 

There are four profile divisions of the face: the Fore¬ 
head, Nose, Mouth and Chin. Each of these tells 
certain definite classes of facts about the personal¬ 
ity. The first one to consider is 

THE MENTALITY SECTION 

The forehead is the Mentality Section. A profile 
view of it tells interesting and valuable facts about 
the type of mind a man possesses—especially those 
things about his mind which manifest themselves 
to others, and how his mind affects his personality. 

Why We Can Read Foreheads 
The reason the profile shape of a man’s forehead 
tells us these things about his mind is that the 
forehead takes its size and shape from the brain under - 



YOUR PERSONALITY 


69 


neath it , and the shape and size of any organ 
indicates its force and function. 

How The Forehead Forms 
We imagine, when we look at a forehead and think 
of the soft gray matter underneath it, that the skull 
shape was made first and the gray matter grew to 
fill it as jelly takes the shape of a glass. 

But the opposite is true. The brain forms first. 
At birth it is much larger, proportionately, than any 
other part of the body. Then the skull, which is 
soft and yielding at birth, grows to fit it as a kid 
glove adapts itself to the knuckled hand inside it. 

We Think " In Spots” 

We used to suppose it took the whole of the brain 
to think a thought, but in recent years science has 
discovered that the human brain is much more 
finely organized than that. 

We now know that Nature, the great Efficiency 
Expert, has systematized it, until today the brain 
is the most marvellous of all earthly things—so 
intricate yet so perfect in its construction and so 
vast in its possibilities that its powers and potenti¬ 
alities alone are enough to fill us with worship 
of the Power that created us. 










YOUR PERSONALITY 


71 


Brain Areas 

The brain, we have discovered, is divided into 
sections or “ areas ,’ 9 each one with its own work to 
do, its own function to perform. Never, under any 
conditions, does any department do the work 
belonging to any other. 

These sections are in the same places in all 
human brains—the rear of the head containing 
certain functions with the sides, front and top 
housing others. 

The Upper and Lower Forehead 
The front brain is divided into two distinct areas— 
upper and lower. See Chart 37. 

The function of the lower is to observe , to 
perceive the concrete. Those in whom it is large are 
always extremely observant. See Chart 37. 

The upper half of the front brain is of later evo¬ 
lution and contains the area whose function it is to rc- 
flect ; to deal with things in the abstract. See Chart 37. 

Three Laws 

The height of a man’s forehead tells the amount of 
his mentality 53 53 

The comparative size of its upper and lower 
halves tells the kind of mentality. 



Outcurving 



High, sloping forehead 
High, long nose 
Protruding mouth 
Receding chin 

36 


j 







YOUR PERSONALITY 


73 


The slope tells the quickness or slowness with 
which his mentality acts. 

Two Kinds of Thinkers 

These two main classes of human thinking result in 
practical and theoretical personalities. The prac¬ 
tical personality approaches everything with this 
subconscious question, " What is it?” while the 
theoretical asks, “ Why is it?” 

The practical-minded says, “ Will this thing 
u;or£?” but the theoretical goes farther back 
than that and asks, “How does it work?” In other 
words, he is more interested in the principles 
back of the thing than in its practices . 

The Practical Forehead 

The practical-minded man, who thinks of things 
from the utilitarian standpoint, who cares more 
about knowing what a thing can do than why 
it does it, always has a forehead that slopes back 
from the eyebrow to the hair-line. An extreme 
example of this is seen in the forehead of the man 
in Chart 38. 

This man likes the plain facts and dislikes to 
take his time thinking of the theories behind them. 
This is the intensely concrete mind—the mind of 




1 

Likes 

THEORIES 

Mentality \ 

Dislikes 

Thinks 

FACTS 

SLOWLY 

h 

Activity / 

► 

Acts 

SLOWLY 




Speech 

Speaks 

SLOWLY 


Determination! 


Much DETERMINATION 


High bulging forehead 
Low, sway-back nose 
Receding mouth 
Protruding chin 


39 









YOUR PERSONALITY 


75 


the man who knows about what to look for in any 
given situation and who automatically puts every¬ 
thing to the efficiency test. If it comes up to his 
demands he then automatically decides the 
where and how and when of utilizing it. 

The man of this sloping forehead things quickly 
because his mind takes in the most obvious and 
outer elements of a situation at a glance. 

The Theoretical Forehead 
But the man who loves to think of the theory 
back of a thing, who enjoys ruminating, reasoning 
and dreaming of its sources and ultimates, regard¬ 
less of whether he ever puts it to practical use or 
not, always has a forehead that bulges at the 
top and is much more flat at the eyebrows than the 
average 53 53 

An extreme illustration of this is seen in the 
forehead of the man in Chart 39. 

This man is little interested in the mere facts 
about a thing. To him these are the least significant 
—merely the outer shell. He is always looking into 
and through and behind things—like the boy who 
takes the watch apart to see what makes it run. The 
man of the sloping forehead is content so long as the 
thing keeps time. 



76 


HOW TO REALIZE ON 


But the man of the bulging brow feels he 
does n’t know a thing till he understands some of 
the principles behind its performance. He wants 
to get at the ^erae/, the cause , the cosmic . It takes 
time to figure such things out, also a patient type of 
mind. So the man of the bulging forehead is always 
a slower thinker and a more painstaking , detailed 
thinker than the man with the sloping forehead. 

THE ACTIVITY SECTION 

The Nose is the Activity Section of the face. It 
tells us many things about how a man acts— 
whether he is indolent or energetic in the main 
physical activities of his everyday life. It tells us 
whether he is wrecking his life from inertness, or 
from the opposite extreme of spending his too- 
intense energies in too many directions. 

What The Nose Tells 

To the student of Human Analysis a nose is not 
merely a nose. It is a whole volume, telling a true 
story, not alone of how this man has acted most of 
his own life, but much of the history of his ancestors. 

Why The Nose Tells These 
The nose tells all these things because it is the index 



YOUR PERSONALITY 


77 


of the breathing system, and every person’s 
physical energy is largely dependent upon his 
breathing habits. “ Tell me how a man breathes 
and I will tell you how he lives.” 

Two Laws 

As stated before, the size and shape of any organ 
indicates its force and function. A big bucket holds 
more water than a little one. A large hand is more 
powerful than a small hand. A large nose takes 
in more air than a small one, and more air always 
means more physical energy. 

Another law is that the external parts of any 
biological system match the internal parts of that 
system 53 53 

So a large nose indicates large lungs while a 
small nose is a certain sign of a small breathing 
system 53 53 

An understanding of the correlation of mind 
and body—of psychology and biology—put into 
use, can mitigate the worst effects of this deficiency 
and enable the small-lunged person to live long 
and successfully; but few people know this and 
fewer practice it. 

The man who has a large breathing apparatus 
—as indicated by his long, high-bridged, capacious 



78 


HOW TO REALIZE ON 


nose—came by that apparatus as a gift from his 
ancestors. But his ancestors earned it and evolved 
it, because they had to have it or die. 

Efforts and Environment 
The first characteristic of every form of life on the 
globe, from a blade of grass to a human being, is its 
desire to live. 

First of all, every living thing tries to preserve 
itself. To that end it struggles, adapts and alters. 

And we are so miraculously made that if we do 
our part and put up the best fight of which we are 
capable there come out of the life forces within us 
new strength, new methods, new ideas which enable 
us either to change ourselves to fit our environment 
or to change the environment to fit us. 

Spread of Races 

Mankind started originally with small, sway-back 
noses, like the one you see in Chart 39, for races 
originated in the tropics where large noses were 
unnecessary. All tropical races even today are 
characterized by this short, sway-back nose. 

As the centuries rolled away the physically 
strongest and mentally brightest among them did 
what such people always do—struck out for them- 



YOUR PERSONALITY 


79 


selves away from the mass—and started up the 
independent tribes which grew eventually into 
races 35 35 

As civilization and population spread, the 
braver souls, to achieve independence, went farther 
and farther away from the Equator and the low¬ 
lands into the mountains and out to the colder 
climates 35 35 

Evolution of The Long Nose 
The cold climates were a hardship to those of the 
shortest noses, for such noses are not long enough 
to act as warming chambers for cold air. Short noses 
permit air to go straight into the lungs—with the 
result that throat, bronchial and lung diseases 
wiped out most of the shortest-nosed. 

On the whole, therefore, only the longest-nosed 
of each generation survived—an endless process of 
elimination and natural selection. 

Since only the longest-nosed survived it goes 
without saying that only the longest-nosed lived 
to marry and reproduce; so that eventually the 
races in the cooler countries developed longer 
noses. They set up nations for themselves and 
that is why today we can tell so much about 
a man’s nationality by his nose. 



80 


HOW TO REALIZE ON 


Evolution of The High Nose 
But to have a long nose through which to heat 
the air for the lungs was not the only thing neces¬ 
sary to these people if they were to escape extermi¬ 
nation. They must also have larger , higher noses, 
so as to take in larger volumes of air at each 
breath. They must inhale more air than men in 
tropical climates because in a cold climate so much 
more air is needed to furnish heat for the body. 

Also those races living in mountainous countries 
were compelled to breathe in more air because it is 
so thinned by high altitudes that a much larger 
volume is required for doing the same work. 

But the condition which, more than all others, 
demanded and evolved the high-bridged nose was 
the strenuous activity necessary to obtain even the 
bare necessities of existence in these cold countries. 

Thus was evolved the long, high-bridged nose 
seen in Chart 38. 

The Three Necessities 

When all is said there are but three actual “ necessi¬ 
ties of life:” 

Food 

Clothing 

Shelter 



YOUR PERSONALITY 


81 


In the main, any person’s development is pretty 
largely determined by the amount of work—mental 
and physical—he is compelled to expend to get 
these three things. 

It is no mystery why millionaire’s sons and 
daughters so seldom amount to anything. Whereas 
their parents had to struggle for these things, these 
children are sated with them and all their luxurious 
trimmings from birth—a condition guaranteed to 
ruin anybody. 


Noses and Necessities 

Now the races which had pioneered into the colder, 
remoter regions were compelled to put forth much 
more effort to get these three necessities than had 
been required of their tropical ancestors—as we 
shall explain more fully in the chapter on Blonds, 
Brunets and Titians—and this intense, intermi¬ 
nable strenuosity evolved a large nose entirely 
unlike that of any previous races. Instead of the 
tropical fruits, plants and nuts so abundant in 
warm climates, there was no food save what they 
themselves cultivated. 

This meant laborious plowing, planting and 
careful harvesting. It also meant hustling while 
they were about it to raise in the three months of 



82 


HOW TO REALIZE ON 


summer the food necessary for the nine months of 
winter. Then it must be stored, prevented from 
freezing, and properly prepared. 

The preciousness of food compelled man to 
invent ways of milling, cooking, preserving and 
canning foods—and resulted in all such methods 
from crudest efforts of the primitive to Heinz’s 
“57 Varieties.” 

All inventions and improvements man has made 
in his condition—the things we call civilization— 
have been the result, step by step, of some kind of 
actual necessity. 

What The Long, High Nose Tells 
As we have pointed out, the nose is the ante-room 
or outward terminal of the breathing system, 
part and parcel of the inhaling and exhaling 
apparatus, and an infallible index of man’s lung 
force and lung functioning . 

So when we see a man with a long, high nose 
like that of Chart 38, we know we are looking 
at a man physically active and physically aggres¬ 
sive by nature, because he has the forceful breath¬ 
ing system which in normal health invariably 
produces these qualities. 

We know that this man got his long nose as a 



YOUR PERSONALITY 


83 


gift from the ancestors who lived either in cold or 
mountainous countries, for no other places produce 
this kind of nose. 

Since we know what races and nations live in 
the cold and mountainous parts of the earth, we 
know he belongs predominantly to one of these 
races or nations. 

We know that such a man combines in his make¬ 
up the activity characteristics of those races, and 
that in these particular qualities he is entirely 
different from the people of the short-nosed races. 

What Activity Signifies 

When we know how a man acts we know one 
of the most vital facts about that man’s life and 
personality, for upon actions depend all the achieve¬ 
ments of mankind. The actions must be fathered 
by thoughts, but thoughts alone are not sufficient. 

Foreheads and Noses Usually Match 
One may combine the slow mind with the quick 
body—the bulging brow with the high, long nose— 
or vice versa, but most of the people in the world 
tend to have the kind of foreheads that best match 
their noses—quick brains with quick bodies, and 
slow brains with slow bodies. 



84 


HOW TO REALIZE ON 


You will note as you analyze people that in the 
great majority of cases an individual whose fore¬ 
head approximates the one in Chart 38, will also 
have a nose approximating the nose shown in the 
same chart. 

Conversely, a person with a nose like that shown 
in Chart 39, usually has a forehead more like the 
one shown in the same illustration. 

Combinations 

But this is not always the case, and every possible 
combination is seen daily on the streets of every 
large city. 

These need not disturb you. They are as easy to 
read as the others. Remember what each section 
tells, and then, regardless of how strangely Nature 
may have combined them, the individual will be 
no mystery to you. 

THE SPEECH SECTION 
The Mouth 

The forehead is the Mentality Section, the Nose 
the Activity Section. But the mouth is the Speech 
Section 53 53 

In the foregoing chapter we have seen the many 



YOUR PERSONALITY 


85 


things which the mouth tells. But there is one more 
thing told by the mouth and that is how a man 
speaks 53 53 

We have just learned that the forehead tells how 
quickly a man thinks; that his nose tells how 
quickly he acts. But it is his mouth, as seen in 
profile, that tells how quickly he speaks. 

The Outcurving Mouth 

The outcurving mouth shown in Chart 38, indicates 
a quick-speaking person. This man may think 
slowly and act slowly—his forehead and nose will 
tell you which—but as long as he has a mouth like 
this his natural tendency is to speak quickly. 

If he happens to have a mouth that stands out 
excessively from the rest of his face he will carry it 
to the extreme of speaking impulsively. 

This is the mouth of the man who says the first 
thing that comes into his mind, and seems to say 
things almost before they come into his mind. 

The Incurving Mouth 

A mouth whose profile curves inward like that of 
Chart 39, denotes a mild-spoken personality. This 
man is slow to start speaking and slower than the 
average in the speed of his words when he does 



86 


HOW TO REALIZE ON 


begin to talk. He is a patient-sounding man, and 
when very extreme, as in this illustration, will often 
talk with a slow drawl. 

This is the mouth of one who makes you wait a 
long time for your answers, who seems to have a 
hard time getting his talk-machine oiled up; 
whose slow enunciation makes his words sound as 
though he had carefully considered what he would 
say and how he would say it. This is also invariably 
a man of fewer words than the average. 

DETERMINATION SECTION 

Most people make the mistake of confusing 
determination with persistence, whereas they are 
entirely different qualities. 

Webster defines it this way: “ Determination 
is the quality of mind which reaches definite con¬ 
clusions.” In other words, determination is the 
degree of intensity with which a man decides to 
do a thing; whereas persistence signifies the length 
of time he will actually continue doing it. 

Where Determination Shows 
Any person’s determination is in proportion to the 
outstandingness of his chin. The chin that recedes 
indicates little determination, and the one that 



YOUR PERSONALITY 


87 


protrudes indicates much determination. See 
Charts 38 and 39. 

The man in Chart 39 has a great deal of determi¬ 
nation, while the man in Chart 38 has little. This 
does not mean that the man in Chart 39 is going to 
outstrip the man in Chart 38, for whether one’s 
determination is an asset or a liability depends on 
the kinds of things he is determined about. 

Determination and Personality 
Though determination is, on the whole, a desirable 
quality, it is not always the most important one. 
You must always take into consideration the other 
elements in a man’s profile before deciding whether 
his determination or lack of it is a serious handicap. 

With excellent mental and physical qualities to 
back him up, the man with little determination 
often goes farther in life than the man who has 
much determination but lacks these qualities. All 
the elements of a man’s personality are significant. 
It is the man in whom the proper elements are 
properly blended and controlled who wins. 

The man with intense determination may be so 
deficient in planning ability that he is constantly 
expending his determination on useless activities. 
On the other hand, the man with little determina- 



Straight 


Mentality 

f Wants 
Thinks 

FACTS andTHEORIES 

MODERATELY QUICKLY 

Activity / 

Acts 

DELIBERATELY 

Speech | 

k* Speaks 

DELIBERATELY 

Determination! 

Good 

DETERMINATION 


Straight forehead, 
Straight nose 
Straight mouth, 
Straight chin 


l> 


40 







YOUR PERSONALITY 


89 


tion may have such a quick mind and body and do 
things with such dispatch that he accomplishes a 
good many things before tiring of them. 

Chin Combinations 

Remember, the receding chin, the protruding chin 
and all the grades between are found combined with 
every kind of mouth, nose and forehead. You must 
judge each section of a man's profile by itself, for 
each tells its own paragraph about his personality. 

When you have read his type of mentality as 
told by his forehead, his physical activity as told by 
his nose, his speech as told by his mouth and added 
to them the determination told by his chin you 
have the story of his personality in a nutshell— 
a pocket edition 53 53 

The Straight Profile 

Now turn to Chart 40. Here you see a man whose 
every feature is a cross between those of the extreme 
Outcurving and the extreme Incurving profiles— 
half way between. Therefore his personality is not 
excessive in any of the qualities indicated by fore¬ 
head, nose, mouth or chin shapes. 

He is a happy medium—a more blended person¬ 
ality. He may be so blended that he does n't do any- 



90 


HOW TO REALIZE ON 


thing definite or wonderful—genius is only another 
name for unbalance—but he is less likely to make 
the mistakes made by the other types. 

The Straight Forehead 

This man in Chart 40 does not think as quickly as 
the Outcurving-browed man nor as slowly as the 
Incurving, and he is not extreme in his mental 
preferences. He wants both facts and theories. 
Instead of thinking slowly or speedily he does so 
with only moderate quickness. 

Such a man is what we call “level-headed”— 
sees both sides. He recognizes a thing’s possibilities 
whether any man has yet tried it or not, but he 
does not let this take him endlessly dreaming of 
unfeasible things. 

He ties his vision to facts, combines potential¬ 
ities with practicalities. He neither jumps to con¬ 
clusions like No. 38, nor indefinitely postpones his 
conclusions like No. 39. 

The Straight Nose 

The straight nose seen in Chart 40 is also a cross 
between the extremely high, long nose and the 
extremely short, sway-back nose, and indicates that 
the person possessing it acts neither quickly nor 



YOUR PERSONALITY 


91 


slowly, but deliberately—with a speed that is about 
half way between the activity habits of the others. 

This man neither “ gets busy” as quickly as the 
man in Chart 38, nor takes as long to start a thing 
as No. 39. 

The Straight Mouth 

The straight mouth shown in Chart 40 belongs to a 
deliberate-spoken personality. He does not speak 
his first thoughts like the extremely Outcurving, 
nor wait for his hundredth, like the extreme 
Incurving 53 53 

His conversation will be less theoretical than that 
of No. 39, but more theoretical than that of No. 38. 

The Straight Chin 

A man with a straight chin such as seen in Chart 
40, has good determination. He does not have the 
dogged determination of No. 39, nor the quickly- 
exhausted determination of No. 38. His determi¬ 
nation is about half way between, and is enough 
for ordinary purposes. 

Upper and Lower Face Sections 
The human face also divides itself into two sections 
—upper and lower. Where the nose joins the upper 



92 


HOW TO REALIZE ON 


lip is the line of demarcation between them. 
Extreme profiles such as are shown in Nos. 38 
and 39 indicate certain weaknesses and certain 
strong points of personality. 

You will see that this extreme Outcurving man 
in No. 38 has the advantage of a quick mind (as we 
see from his forehead) and a quick body (as we see 
from his nose). But his lower half is his undoing. 
He speaks too impulsively (as we see from his lips) 
and his tongue is forever getting him into trouble. 
Also the lack of determination (shown in his chin) 
loses him the harvest of many of his best efforts S& 
On the other hand, the extreme Incurving man 
of No. 39 thinks so slowly he does n’t make up his 
mind soon enough, and is inclined to be too imprac¬ 
tical when he does. Also he is so slow getting started 
(as we see from his sway-back nose) that he takes 
too long to do a thing. He will do it w^ll, but we 
are likely to be dead before he finishes. ^ 

But this man’s lower face is his salvation.lt tells 
the strong points of his personality. He seldom says 
a thing unless he means it, therefore people admire 
his sincerity; he is a man of so few words that what 
he says counts. And his determination (as shown 
in his outstanding chin) is so great that he puts his 
whole might into what he does. 



YOUR PERSONALITY 


93 


The Best Profile Combination 
therefore the ideal combination is one that takes 
in the best half of No. 38—the upper—and connects 
it with the best half of No. 39—the lower. See 
Chart 41 53 53 

This combination avoids the weaknesses of both 
personalities and gives us the strongest points in 
each. Such a man as we see in Chart 41 would have 
the mental quickness and physical activity neces¬ 
sary to accomplishment, all the advantages of a 
mild-spoken tongue, plus great determination. 

Such a personality possesses the best possible 
chances for happiness. 


The Profile of The Famous 
Look at the profile of any hundred famous men and 
women of all time and you will see that almost 
every one approximated the combination of Out- 
curving-upper and Incurving-lower profiles seen in 
Chart 41 35 53 

The reason for this can readily be seen. Quick¬ 
ness of mind and activity of body are essential to 
great success, since it takes both workable thoughts 
and work to bring about anything worth while. 

But the possession of a runaway tongue can 
spoil the life of the greatest thinker or the best- 




Outcurving Upper Half 
Incurving Lower 


Thinks Quickly 



Acts Quickly 
Speaks Slowly 
Much Determination 

* 

STRONG Combination 


41 







YOUR PERSONALITY 


95 


hearted man in the world; a lack of determination 
can do the same. But when Nature has been kind 
enough to give one a gentle, patient manner of 
speech, great mental and physical alertness; and 
topped it all with wondrous determination, she has 
saved him from most of the pitfalls and given him 
most of the ladders necessary to the upward 
climb 53 53 

The Childlike Combination 
Whereas the above described is the strongest 
possible combination, the weakest possible combi¬ 
nation would be the exact opposite—one that 
combined the lower face of 38 with the upper face 
of 39. Such a combination is seen in Chart 42. 

The results are obvious. This man is a slow, 
theoretical, impractical thinker and a slow worker. 
To these he adds the weakness of impulsive speech. 

People of this particular combination pay such 
a heavy price for their unpremeditated speech that 
the more strong characters amongst them learn 
eventually to “think twice,” but this is possible 
only to those of the strongest wills. 

His receding chin shows that he adds to his other 
troubles a lack of determination, so he does n’t put 
enough intensity into what he does. 



Incurving Upper Half 
Outcurving Lower 


Thinks Slowly 



Acts Slowly 

Speaks Impulsively 
Lacks Determination 


CHILDLIKE Combination 


42 






YOUR PERSONALITY 


97 


This type fortunately is not numerous, but 
whenever you find this combination you always 
find a man little fitted to cope with the world as it 
stands today. One result of this is that such people, 
even in adult years, live usually with parents or 
other relatives. It is, as you see, the profile of the 
child, and such a one invariably has much of a 
child’s personality—with the child’s natural de¬ 
pendence upon father, mother or dear elder friends. 

So little do most people know about the work¬ 
ings of their own subconscious minds that such a 
one seldom realizes the cause of this tendency, but 
it is the natural craving of the child for home and 
protection 53 53 

Persistence and Personality 
Whereas determination applies to intensity of deci¬ 
sion to do a thing, persistence applies to the length 
of time you will continue really to do it. 

One is a mental quality and one an activity 
quality; one largely a matter of emotion and the 
other largely a matter of motion. 

Webster defines it like this: “ Persistence is the 
continuance of a course of conduct .” In other words, 
a man of persistence is also a man of perseverance . 
Yet he may not be a man of great determination. 



98 


HOW TO REALIZE ON 


“ What? You certainly don’t think a man can 
have persistence without determination, do you?” 
many have said to us. “ I know a man who has been 
at a thing for twenty years. Do you mean to say 
that that is not determination ? ” 

This is persistence . Your man may have made 
the mildest kind of decision at the time he started 
and have continued to be perfectly mild about it 
ever since. He may never have felt any great 
“ intensity of decision” concerning it all this time, 
and may stick to it twenty more years without 
feeling any 53 53 

In fact, any person will be more likely to stick 
longer at a thing that he does not feel too fiercely 
about at the outset. A too-great intensity uses up 
your forces at the start. The hottest fires burn out 
quickest 53 53 

Where Persistence Shows 
The lower half of the profile comprises the persis¬ 
tence section. Any person’s persistence in following 
courses of conduct laid out by himself is in propor¬ 
tion to the length of this lower half of the face. 

The length of the face as a whole is another 
indication of persistence—the short-faced person 
invariably possessing less persistence than the long- 



YOUR PERSONALITY 


99 


faced one. Also the length of each facial section tells 
the amount of persistence in that section’s activities. 

But the place where persistence in self-laid 
plans is definitely and significantly marked is in the 
lower half of the profile, and is in proportion to 
the length of his face below the nose. See Chart 43. 

Great Persistence 

The man pictured in Chart 43 has unusual persis¬ 
tence in following plans made by himself. He is 
more likely than the average to finish whatever he 
starts. He may start fewer things—in fact does 
start fewer than the short-faced person—but he 
has a way of winding them up. 

The very reason this man begins fewer things is 
that he feels he must see a thing through and there¬ 
fore must not take on too much. This also reacts to 
give him more time and energy to finish what he 
starts 53 53 

One of the most illustrious examples of this long, 
persistent lower face is that of former President 
Woodrow Wilson. Once having taken a stand he 
never knew what it was to retreat. Half an inch 
less in the length of his lower face and the history 
of his administration and his life would have been 
entirely different. 




MUCH PERSISTENCE 

in adhering to own plans 


43 





YOUR PERSONALITY 


101 


Do not forget that this man with the 
long lower face will have whatever speech and 
determination qualities show in the shape of 
his lower face, but that its length tells the per¬ 
sistence with which he sticks to any line of action 
laid out by himself. 

Pitfalls of Persistence 

The man with the long lower face does not neces¬ 
sarily accomplish more in life than others, unless he 
is very careful to center his persistence on the 
right things. Otherwise his persistence can be his 
worst enemy. Since it is so hard for him to stop or 
turn around he must be doubly careful of the 
direction in which he starts. 

If you will look over the list of people you have 
known you will recall some with this long lower 
face. You will also recall that they did not like to 
desist once they got started on a thing. 

This was just as true of the trivial as of the 
important things 53 53 

We have been taught to admire persistence, but 
persistence, unless rightly applied, may ruin a life 
as completely as changeability. Being able to stick 
to a good thing is only one half; being able to drop 
a bad one is the other. 




in 


44 









YOUR PERSONALITY 


103 


Little Persistence 

A short lower face, such as you see in Chart 44, 
indicates a lack of persistence. This man may 
have the best intentions in the world but the starch 
goes out of them early in the game. 

He is as extreme in starting many things as the 
long-faced man is in starting few. He has a great 
many things in his mind and is always starting 
some of them. The reason he can find time to 
inaugurate them is because he is always just 
dropping some others. 

Now it is a weakness to start too many things 
and finish too few, and it has ruined millions of 
lives. If allowed to go unchecked it will bring any 
man to failure. Nevertheless, the short-faced people 
are more likely to succeed than the extremely long¬ 
faced ones, for they give themselves so many more 
chances. They try so many things, some of which 
are bound to be of a nature to be finished in a hurry, 
before interest in them ceases. 

Such a man will make many more actual mis¬ 
takes in judgment and action than the long-faced 
man, but he will see his error and jump out again so 
quickly that it will do him less harm than the same 
mistake would do a longer-faced man. 

An error with a long-faced man is a serious 



104 


HOW TO REALIZE ON 


matter. He’s in it for keeps. But the short-faced 
one “ walks right in and looks around and walks 
right out again,” says “ Too bad, but accidents 
will happen”—and hops into something else! 

According to the law of averages a few of these 
things will “ pan out.” Since it takes only one, if 
that one is profitable enough, this man not un- 
frequently scores a big success in something. 

Such types make up a large number of specula¬ 
tors and promoters 35 35 

A friend of ours with a very short lower-face 
became a millionaire over night as a result of invest¬ 
ing one hundred dollars eleven years before in a 
mine above Denver. 

“ I always take a little chance on everything 
offered me,” he explained. “ I Ve made it a practice 
never to turn down stock, no matter what it was 
for. I Ve a trunk full of worthless paper, too. But 
this one happened to turn out right.” 

The long-faced man seldom invests in anything 
he can’t see or touch. “ Blue sky,” he calls it. 

Comparative Face Sections 
A man with an extremely long upper-face and an 
extremely short lower-face would be so exceedingly 
lacking in persistence as to be deficient in stick-to- 



YOUR PERSONALITY 


105 


it-iveness. He would be vacillating to the point of 
irresponsibility 35 35 

On the other hand, the man with a Very short 
upper face and a very long lower face would use 
little intelligence in his decisions, and would stick 
to things like a horse following a furrow. 

The Ideal Combination 

If the upper face be too short it will fail to suggest 
the right kind of action to be persisted in. It is 
as necessary to do the right thing as to stick after 
you start 35 35 

Conversely, if the upper face be too long it will 
constantly demand so much more and so much 
better action than the lower half can produce, that 
the individual will consider himself a failure when 
he is n’t, merely because his results fall so far short 
of his plans. 

The ideal length for the lower face is one that 
does not contrast too much with the length of the 
upper half; in short, a balanced profile. 






CHAPTER I I I 


What Your Hands Reveal 
About Your Personality 



OUR hand is, next to your head, 
the most marvellous mecha¬ 
nism you possess. The reason 
we do not realize it is because 
we are so accustomed to its 
miracles we accept them un¬ 
thinkingly 53 53 

The most stupendous thing 
becomes commonplace if seen 
every day. This is some more 
of Nature's efficiency. You can never settle down 
and get the full use of anything till you cease to 
be thrilled by it. Emotion about anything swallows 
up the energy necessary to direct its use. 

Man’s hand is the first part of his own organism 
to interest him, but he is unable at that age to 
appreciate or understand it. The babe in the cradle 
has one toy—this funny, wiggling little thing that 
turns out to be fastened to him and at last to be 
under his control. 









108 


HOW TO REALIZE ON 


Though this hand is the greatest of all his bio¬ 
logical machines, he soon becomes so intimate with 
it that he uses it for the most vital and intricate 
accomplishments a thousand times a day, without 
giving it a thought. 

Jacques de Morgan, the distinguished French 
scientist, in his new book '‘Prehistoric Humanity/* 
not yet translated from the French, states that 
“ man, although in the great Ice Age almost as 
savage as the beasts with whom he dwelt, early 
learned to do what they have never been able 
even to imagine—to make things of his own 
contrivance, to improve upon the conditions that 
nature allotted to him, and to imitate in pictures 
and sculpture the living forms he saw around him; 
to invent, construct and build. 

“All these things were made possible by the 
evolution of the human hand. 

“ The critical epoch in the development of man 
was reached when he habitually walked erect and 
was free to use his hands and fingers entirely for 
the tasks suggested by his growing brain. From that 
moment he was the potential master of the earth.” 

Civilization Made By Hands 
Without the human hand to carry out the plans of 



YOUR PERSONALITY 


109 


the human head there would have been no in¬ 
ventions, no pictures, no music, no statues, no 
building, no railroads, no steamers, no agriculture, 
none of the arts or industries which lie at the found¬ 
ation of all the activities of mankind. 

Modern civilization is almost wholly the result 
of the art and science of construction . Construction 
is born as much of hand work as of head work. 

This wonderful implement, though studied by 
scientists for ages, gets no serious consideration 
from the average man save when he cuts a finger 
or pounds a thumb! 

Today man differs more from animals in the 
superiority of his brain than anything else, but this 
was made possible by the fact that he first differed 
from the animal in the superiority of his hands 53 

Hands The First Teachers 
We think of the brain as teaching the hand, but the 
opposite is the case. During the first five years of 
life—the period in which we gather four-fifths of 
our most necessary knowledge—the hand teaches 
the brain 53 53 

Think how much you yourself learned from 
your hands early in life. Without that knowledge 
you could not live a month, unless some one with 



no 


HOW TO REALIZE ON 


hands took you in and cared for you. You could not 
dress yourself, feed yourself, nor perform any of the 
acts which enable you to survive. You could not earn 
a living. You could be neither useful nor ornamental, 
save as other people with hands helped you to be. 

Head and Hand Work 

Through the correlation of head and hand man has 
become the sovereign of the globe. The action and 
reaction of his hands on his brain and his brain on 
his hands have enabled him to perform all the 
modern miracles we see in sky-scrapers, bridges, 
railroads and inventions the world around. 

The elements themselves yield up their powers 
to him as a result of his hand and head work. He 
turns the Niagaras into power for his comforts and 
industries, millions of machines buzz and hum in 
every civilized land, and a billion men and women 
earn their livings —with their hands . 

Your Two Partners 

You have two partners—your head and your hands 
—and what you make of yourself depends largely 
on the efficiency with which they work together. 
They have been interdependent for so many cen¬ 
turies that whatever affects one affects the other. 



YOUR PERSONALITY 


111 


So close is their interrelation that many of his 
most significant aptitudes and attitudes are revealed 
in the shape, size and structure of every man’s hand. 

The Normal Hand 

Look at Chart 45, Fig. A, and you will see the 
normal hand. The normal hand has the following 
proportions: 

The end of the first or index finger comes to the 
base of the second finger’s nail; the third finger 
reaches half way up the nail of the second or middle 
finger; and the little finger ends at the last joint of 
the third finger. The second finger’s knuckle is 
exactly halfway between its tip and the wrist. See 
Chart 45. 

The thumb, when laid close to the hand, should 
end half way between the first and second joints 
of the index finger. 

Whenever a hand varies from these proportions 
it indicates a proportionate variation from the 
normal in whatever traits are indicated by that 
particular section. 

Brains and Your Front Hand 
Scientists have proven that the front part of the 
hand (consisting of the thumb and index finger) is 













YOUR PERSONALITY 


113 


more closely allied to the brain than any other, due 
to the fact that it has always carried out more of the 
brain’s orders than any other part. 

If you will take the trouble you will note how 
much more work your first finger and thumb do 
every day than all the other fingers combined. 

The Long First Finger 

The individual whose first finger is longer than the 
normal (see Chart 46, Fig. A) always has more 
mental sensitiveness than the average, while the man 
whose first finger is shorter than normal has less. 
The temperamental differences between these two 
in this particular trait would vary as the length 
of their first fingers vary from the normal. 

The man with an exceedingly short first finger 
always finds it hard to study and has to work harder 
to learn a thing because it sinks in more slowly. 
On the other hand, the man with an exceedingly 
long first finger learns easily but forgets easily. 

The Long Second Finger 
Any one with a longer-than-normal second finger 
has more than average physical quickness (see Chart 
46, Fig. B). He expends his physical energy quickly, 
tires quickly and recuperates quickly. 













YOUR PERSONALITY 


115 


Physically he is more responsive than any other 
personality. He grasps orders quickly, reacts to 
everything requiring physical activity with an alert¬ 
ness that seems almost instantaneous. His body is 
keyed up to his brain. It is always at “ attention.” 
Such a man is “off like a shot” to put into execu¬ 
tion whatever is in his mind. 

This is one reason why these people are often 
famous actors and actresses. 

The man with a short second finger has more 
difficulty in getting his body under way. It seems 
to take time for him to get the consent of his body 
to move. He may be ever so efficient once he starts, 
and he is noted for his stick-to-it-iveness, but it 
takes him a long time to get up steam. 

The Long Third Finger 
Close to muscular activity in any organism lies 
emotional activity. Motion and emotion are near 
relatives. Compare the many and varied muscular 
movements of the emotional man with the few 
movements of the unemotional. Remember how 
emotion starts our own motions going, and how the 
passing away of that emotion causes you to sigh, 
to settle down into a comfortable chair or relapse 
into an easier position. 



116 


HOW TO REALIZE ON 


So next to the middle finger of physical activity 
is the third finger of emotional activity (see Chart 
46, Fig. C). The longer any man’s third finger the 
more emotional will he be, and the shorter the less so. 

The first finger can be called the brain finger, 
the second the body finger, but the third is essen¬ 
tially the “ heart” finger—not physically but fig¬ 
uratively 35 35 

All people with exceedingly long third fingers 
are deeply emotional, while people with very short 
third fingers are emotional only on the surface. 
The feelings of the man with the long third finger 
go deep and last long. 

The man with the short third finger is often 
excited. He can weep instantaneously at the sight 
of a hurt child, and forget all about it the next 
moment. The man with the long third finger does 
not weep so easily, but will do something about it. 
His emotions are so lasting and so deep that his 
life is usually built around first one great emotion 
and then another. Such people make good orators. 

The Long Little Finger 

Very close to deep emotion for the other fellow 
comes consideration for him. So next to the emotion¬ 
al third finger lies the little finger. A man’s natural 



YOUR PERSONALITY 


117 


tactfulness can be estimated by the length of his 
little finger. See Chart 46, Fig. D. 

The man with a long little finger always has 
more inborn, inherent tactfulness than the average. 
He may be quiet or demonstrative, calm or 
tempestuous in the presence of others, but he will 
always be more careful in his treatment of other 
people than the average. 

On the other hand, the man with the very short 
little finger may be ever so solicitous—but he is 
really thinking of himself. When he thinks of you 
it is usually to wonder what kind of impression he 
is making on you. 

The person with a very long little finger lives 
almost too much “ in the other fellow’s place.” And 
the worst of it is, he is often so unexpressive few give 
him credit for his good will. He usually stays in the 
background so as to give others a chance, and this 
prevents people from appreciatinghim as hedeserves. 

Knowing Which Finger Is Long 
Remember to determine carefully which finger it is 
that varies from the normal, so you won’t be mak¬ 
ing your measurements from a wrong basis. Get the 
normal-hand measurements well in mind, taking 
the second finger as your starting point. 












YOUR PERSONALITY 


119 


Also remember that these finger characteristics 
are not the most significant in analyzing personality, 
but are to be considered in conjunction with other 
externals 33 32 

You will always find, however, that, regardless 
of anything else in his make-up, the man whose 
fingers vary from the normal in these ways has a 
personality which varies from the average in just 
these tendencies. Add them to his other character¬ 
istics, not as the chief ingredients but as “flavor¬ 
ing/* and you will understand his personality that 
much better. 

The Long, Thin, Slinky Hand 
A thin “ slinky” hand, such as you see in Chart 47, 
Fig. A, is the hand of a person who is somewhat of 
a slinker himself—mentally, physically and morally. 

A hand must show some individuality some¬ 
where to be the hand of a strong individual. A hand 
like this in Chart 47, Fig. A, is without force. So is 
its owner. It will not stand up to things. Neither 
will he. He “gets out from under,** he bends and 
twists and turns, just as his hands do. He is not as 
intentionally bad as he is weak* devious and under¬ 
handed 33 33 

Remember, we are dealing only with people in 



120 


HOW TO REALIZE ON 


normal health. The hand of an invalid might appear 
long, thin and fragile like this, but such a person 
would not come under this classification. 

But any person in normal health whose hand 
is thin and “ slinky” like this in Chart 47, Fig. A, 
is by nature an insinuating, rather than a straight- 
from-the-shoulder, personality. 

The Pointed Hand 

The hand which approximates a kind of triangle 
by being very broad across the base in proportion 
to the fingers is called the Pointed Hand, and is 
shown in Chart 47, Fig. B. 

This is always the hand of a definite type of 
personality. This man is highly responsive to 
outside stimuli. He loves novelty, change and 
variety. Routine galls him and schedules irk him 
unbearably. If such a man has a cut-and-dried 
job which requires doing the same thing over and 
over he is constantly harassed by it, and on 
slight excuses will drop it and be off. 

He is inclined to neglect details, yet he has 
unusual ability along certain lines, especially the 
stage. He works best in positions where he is sur¬ 
rounded by others, for he is so gregarious he never 
works happily alone. 



YOUR PERSONALITY 


121 


He is changeable, inclined to fall madly in 
love today and out tomorrow. He is intense, 
susceptible, expressive, responsive, and a personal¬ 
ity that gets things “on the wing” or not at all. 

The Long, Angular Hand 
In Chart 48, Fig. A, is another long hand, but this 
one differs distinctly from the long slinky hand 53 

This hand has definiteness . Its joints are well 
marked, its outlines are rugged, even when the 
hand is small and narrow. 

This long, angular hand is that of the unyield¬ 
ing, unchanging, unbending type of personality—an 
almost direct opposite of that described just above. 

This man with the long, bony hand is never frolic¬ 
some, flippant or changeable. He always knows what 
he wants to do, plans out his work in advance, and 
then sticks to his schedule as assiduously as the 
Pointed-Handed man runs away from his. 

This man is dependable, faithful, not “ showy,” 
but always “ on the job.” He is as slow in his 
movements as the Pointed-Handed man is quick, 
and as slow to change his mind as the other man 
is sudden in changing his. 

This man falls in love but once or twice in a 
lifetime, but takes it very hard when he does. 












YOUR PERSONALITY 


123 


He is a man of few words, keeps cool and collected 
when other people are carried away by enthusiasm, 
and is never easy to persuade of anything. He pays 
his bills but is never lavish with money 

The Fat, Dimpled, "Baby” Hand 
In Chart 48, Fig. B, you will find the fat, dimpled , 
“baby” hand of an amiable , affable personality. 
While the man with the Pointed-Hand has a 
flashing, high-strung personality, and the man 
with the long, angular, bony hand has a stiff, 
somewhat stubborn personality, this man with 
the fat, dimpled hand has a personality that is 
comfortable, contented. 

He is not easily wound around your finger 
and he goes along getting his own way most of 
the time, but he does it without expending much 
energy. He is always looking for the comforts of 
existence, and leaves all the isms and ologies alone. 

He never worries for more than five minutes 
at a stretch, is agreeable and likable. He is affec¬ 
tionate, marries early and often, and is an easy 
person to get along with. 

The Small, Smooth Hand 
A small, smooth hand such as you see in Chart 









YOUR PERSONALITY 


125 


49, Fig. A, goes with a personality that differs 
widely from those we have just been describing. 
This person with the small, smooth hand is not 
as robust physically as the fat-handed, the pointed¬ 
handed, or the angular-handed man, but is more 
intellectual 53 53 

He is a reader, often a veritable book worm. 
His is a literature-loving personality. The skin on 
these hands is usually thin and fine, just as it is 
usually thick and rough on the angular hand. 

This man or woman with the small, smooth 
hand is often a dilletante—a taster and appreci- 
ator of many arts, sciences and branches of knowl¬ 
edge. Such a one usually knows about books and 
plays and the best music as you and I know the 
directions to the next town. 

If this person does not secure a good education 
he is sorely handicapped throughout his life, for 
his only great talents are intellectual and must 
be cultivated through self- or school-education to 
bring results. This man is more spiritual and 
impersonal in his love than any other. 

The Square, Powerful Hand 
The square, powerful hand shown in Chart 49, 
Fig. B, is the opposite of the small, smooth hand, 



126 


HOW TO REALIZE ON 


and its owner is the opposite of the other man. 
This is the hand of the hand-working personality, 
the man who is as powerful in muscle as the other 
man is in mind. 

He has great physical strength where the other 
has little. He is as pugnacious as the other is mild. 
He is a doer where the other is a thinker, a producer 
where the other is a planner. 

He is bold, unreserved, unceremonious, straight¬ 
forward and outspoken. He is an everyday person¬ 
ality, enjoys the everyday things and does most 
things in an everyday way. 

Fingers and Brains 

Man has longer fingers for his hand than any other 
creature, and his brain is much more complex. 
The length of the fingers and thumb as compared 
to the length of the hand always tells the pro¬ 
portion of mental activity to physical activity. 

In other words, the fingers and thumb as a 
whole indicate the mentality of an individual, and 
the body of the hand his physicality . 

Since man s brain and body are interdependent 
and each equally vital to his happiness, it follows 
that the ideal hand is one which not only combines 
good mental with good physical qualities, but a 



YOUR PERSONALITY 


127 


hand in which the size of the fingers and thumb 
does not differ too greatly from the size of the 
“body” of the hand. 

The Hand of the Most Successful 
Various kinds of personalities become successful, 
for various personalities produce various things 
the world demands. But if you will take the trouble 
to investigate you will find that most of the suc¬ 
cessful men and women of all ages have had hands 
which were a cross between the square and the 
small hand, and with fingers that were neither ex¬ 
tremely long nor extremely short. 

Their hands as a whole were of almost normal 
proportions but tend toward muscularity. 

People with very small or very large hands for 
the body seldom become famous, for the very 
obvious reason that people with exceedingly small 
hands for the body are either fat or nervous (both 
of which are handicaps), and people with exces¬ 
sively large hands for the body have too much of 
the physical and too little of the mental qualities. 

Extremes Always Bad 

Throughout all nature we are constantly reminded 
that all extremes are bad , and in everyday life, only 














YOUR PERSONALITY 


129 


the balanced nature achieves success. Geniuses 
(whose fame rests upon top-heaviness and lop-sid- 
edness in some one direction) are notorious failures 
at everyday living, and stripped of their one gift, 
would in most cases be failures. 

The best qualities become bad qualities if 
carried to extremes. The most common and dangerous 
weaknesses in mankind are too much mentality for 
the body or too much physicality for the brain . 

The Short-Fingered Hand 
Fingers exceedingly short for the rest of the hand 
denote, first of all, a personality that loves the 
physical and lives much in the senses. This does 
not mean necessarily a “low” personality, but it 
does mean one that has more physical than mental 
activity. See Chart 50, Fig. A. 

But if the othfer proportions of the hand are 
good—if there is a generous share of the muscular 
ingredient in the general shape and if the fingers 
are strong—this man will stand a very good 
chance in life. 

He is always a generalizer , for he sees things as 
wholes rather than in their separate parts. He “gets” 
a thing but is not intricate in his mental processes. 

Suchaman must stay out of specialities and detail 










YOUR PERSONALITY 


131 


work of every kind. He should deal with people and 
things , not with intangible matters like ideas or isms. 

The Long-Fingered Hand 
Fingers that are very long for the rest of the hand 
denote a personality that dwells more in the 
mental and special than in the physical or general 
aspects of a thing. Such a man is inclined to lack 
practical foresight, and if the fingers are exceed¬ 
ingly long will be a visionary whose plans are 
impossible in this workaday world. 

The only hope for such a personality is to get 
into a specialty which requires the skilled hand¬ 
work which his long fingers easily adapt them¬ 
selves to. He will never be successful or contented 
in heavy, hard or strenuous physical labor of any 
kind S3 53 

He succeeds best in artistic lines but should 
not be given overseeing positions where he is 
responsible for others. He has little initiative but 
quickly becomes an expert at any fine or intricate 
hand work that strikes his fancy. 

Graceful, Tapering Fingers 
Look at Chart 51, Fig. A. Tapering fingers that 
are slender, graceful and pointed like these are of 



132 


HOW TO REALIZE ON 


people naturally refined. They love the beautiful, 
the esthetic, the fine things of life. 

They are devotees of art. Whenever they have 
the financial means for leisure they become the 
dilettantes, the frequenters of art galleries, sym¬ 
phonies, exhibitions and salons. Thus they per¬ 
form a mission almost as great as does the artist 
himself, for they make it possible for art and the 
artist to live. 

But though they enjoy all arts, these tapering- 
tipped-fingered people do not produce any kind of 
art requiring hand plus head correlation. They 
are merely the appreciators , not the creators. They 
praise it, promote it, and purchase it. 

The skin on this tapering, graceful-fingered 
hand is usually finer than on others—a condition 
which always indicates a naturally refined nature. 

Such a personality dislikes roughness, crude¬ 
ness, uncouthness and vulgarity. These people are 
instantly affected by their surroundings, are sensitive 
to light and darkness in their rooms, to the colors 
on the walls, the decorations, furnishings and view. 

They dislike heavy materials and wear the 
softest, finest qualities they can possibly afford— 
oftentimes better. They prefer going without to 
owning a thing that is coarse or inartistic. 



YOUR PERSONALITY 


133 


The old theory that this tapering-fingered 
hand was “the artist’s hand” came from the fact 
that these people are always dominated by their 
artistic preferences and tastes. They have the 
most artistic things in home and personal decora¬ 
tion to be found. But it is the hand of the art 
lover , not the art maker. 

All Arts Not Hand Arts 
This tapering-tipped-fingered person often succeeds 
at arts which do not call for hand co-operation, 
such as dancing , designing , acting , singing , writing , 
and all branches of the fine arts where he plans but 
is not called upon to execute with his own hands. 

The Long, Square-Ended Finger 
Those who have long, muscular fingers with 
square ends, like those in Chart 51, Fig. B, have 
been the hand artists of all time. That this is the 
true “artist’s hand” can be seen upon a moment’s 
investigation 53 53 

Look around you in shop, office, store, or 
studio and the people who are really doing some¬ 
thing to produce art—not merely talking or 
attempting art—have more blunt-ended fingers 
than the average! 



134 


HOW TO REALIZE ON 


The reason for this is clear. To have an art- 
loving mind is only half the battle. One must have 
an art-making hand t equipped with the muscles 
necessary to produce the thing the mind plans . 

The pointed finger lacks muscle. That is what 
makes it pointed. The square-ends on the fingers 
of Fig. B, Chart 51, are caused by a superabundance 
of muscle. 

In the production of any beautiful thing, 
many qualities must work together, each carrying 
an important share of the activities required. 
This is especially true of the hand arts— sculpture , 
painting , architecture , violin y piano and all instru¬ 
mental music. 

The artist’s brain dreams the dream, but if 
it is ever to come true, the dream must be backed 
up by sensitive fingers plus muscular fingers that 
respond to the slightest thought. Each is useless 
without the other. The necessity for this peculiar 
combination goes far to account for the fact that 
we have so few artists. 

The muscle without the mind is like an 
engine without an engineer. The mind that loves 
art but lacks the muscle will be like the engineer 
who is always longing to go somewhere but who 
has no engine to take him there. 



YOUR PERSONALITY 


135 


Fay’s Famous Fingers 

The most successful woman cartoonist in America 
is Fay King, that charming young beauty whose 
human, humorous little stories, illustrated by her¬ 
self, are syndicated to the leading newspapers of 
the United States every day. She has a beautiful 
face, delicate feet, and a graceful body not more 
than five feet tall, but powerful hands, with long, 
strong, blunt-ended fingers a young man might envy! 

The Expanded Hand 

Open your hand as wide as possible; spread the 
fingers as far apart and the thumb as far away 
from the hand as you can, at the same time throw¬ 
ing the fingers and thumb as far back from the 
body of the hand as they will go. 

If your fingers spread far away from each other 
with wide spaces between; if the thumb goes far 
away from the hand, and all open backward and 
outward freely (as in Chart 52, Fig. A), you belong 
to a class that has a special and fitting name. 

The Open-Handed Man 
So well known is the meaning of this hand that 
long ago we invented a term for its owner. We call 
this man the “ open-handed/’ referring especially 











YOUR PERSONALITY 


137 


to his generosity with money. A hand that opens 
far and wide like this is the surest sign of a person¬ 
ality generous with all his possessions. 

This open-handed person will give you almost 
anything he owns. Many times he will give you 
what he needs for himself. If his hands open exceed¬ 
ingly wide, far apart and backwards he will be 
extravagant, incapable of saving money, and will 
frequently suffer the familiar results of these traits. 
This man is never selfish but he is often “ broke.” 

The Contracted Hand 

In direct opposition to the expanded, open hand 
is the contracted, restricted hand shown in Chart 
52, Fig. B. This man can not spread his fingers 
very far apart nor his thumb very far from his 
hand, no matter how hard he tries. Neither can 
he make his hand open very far backward. 

This is invariably the hand of one who is 
extremely careful of money—one never given to 
extravagance of any kind. 

Be sure you do not misjudge any one in this 
matter. Work which requires the constant gripping 
together of the hand, when persisted in for years, 
makes it impossible for such a one to open his 
hand as far back as he could normally. 










YOUR PERSONALITY 


139 


The "Close-Fisted” Man 
We also have an ancient nickname for this man— 
the “ close-fisted.’’ His hands stay more closed up in 
every way than other hands, as if afraid they might 
lose something. This very fear of “losing something” 
pervades his entire personality and his entire life. 

The Pliable Hand 

Now take both hands and with one pull the other 
back as far as it will go. See Chart 53. If it sways 
backward at all joints with ease, as in Fig. A, you 
are a pliant personality . If it bends a great deal 
farther back than this, and does it limply and 
loosely, you are a limp personality, easily influenced 
and incapable of standing up for yourself. 

The Unpliable Hand 

If when you try to bend your hand backward it 
will not go any farther back than the hand in 
Chart 53, Fig. B, you have an unpliable, self- 
determining, self-directing, stiff personality. 

The resistance you offer other people is largely 
in proportion to the resistance one of your hands 
offers the other when you try to do this little thing. 
This does not mean that you will fight or be 
unpleasant about your resistance, but if you have 



140 


HOW TO REALIZE ON 


an unpliable hand you are not easily swayed to 
other people’s plans or desires. You have your 
own program and follow it. 

If your hand stands almost straight up and is 
exceedingly stiff, you are unyielding, unchanging 
and stubborn. 

Will Power and the Thumb 
Will power, one of the most important of all human 
qualities, is told more plainly in the thumb than 
anywhere else. The reason for this is interesting. 

Historians and anthropologists agree that man 
was enabled to outwit and subjugate wild beasts 
many times his size (and eventually to rule the 
earth) because he learned to wield a club. 

The thing that enabled him to wield a club 
was his Thumb . 

A thumb is equal to four more fingers, for it 
can co-operate with each of your fingers. Besides 
this it has additional efficiency as a result of 
standing out so far from the hand and of being 
more powerful and free than any of your fingers. 

To illustrate this to yourself, close your thumb 
inside your hand and see how little you can do with 
your hand. See how like a paw it becomes, and how 
its changed position affects even your mental state. 



YOUR PERSONALITY 


141 


The Large, Powerful Thumb 
The larger and more powerful the thumb when 
compared with the hand as a whole , the greater 
that person’s natural , inherent will power. Fortu¬ 
nately, will power is a thing each man can increase 
for himself if he tries, but most fortunate is he who 
has it at birth. 

The large thumb denoting a positive will is 
shown in Chart 54, Fig. A. Any one with a thumb 
as large for his hand as this would be practically 
invincible. From childhood he would dominate 
his environment. No start could be so poverty- 
stricken, so disadvantageous in any way, but this 
man would pull himself out and go to the top. 

Nothing can stop such people. They are 
supermen 53 53 

The Small, Short Thumb 
The person who has a short , deficient thumb, such 
as is shown in Chart 54, Fig. B, is swayed by his 
feelings instead of his reason, lacks will power 
and should set about to develop some. 

Hands and Personality 

Three kinds of forces operate to construct, alter 
and affect your personality. They are your Heredity , 




PASSIVE Will 








YOUR PERSONALITY 


143 


your Habits , and your Happiness. Each of these 
is told in your hand. Your heredity Constructs 
your personality at the start; your habits Alter 
your personality; and your happiness Affects it 
moment by moment. 

What Size, Shape and Structure Tell 
The Size , Shape and Structure of your hands are 
determined by hereditary forces, and tell at birth 
all the traits referred to in the earlier parts of this 
chapter. These traits are fundamental, ingrained 
and never disappear from your personality. 

For instance, the slinky-handed child grows up 
to be a slinky-minded man. The pointed-handed 
child becomes a change-loving adult. The child 
with big-jointed, angular hands is “ born old,” 
learns to put his playthings away and grows up a 
methodical, system-loving man. The child whose 
hands are fat, pudgy, babyish and dimpled out of 
all proportion to his age, develops into an ease- 
loving, easy-going grown-up. 

The child with a disproportionately small, 
smooth hand will never succeed at hard, heavy 
labor, and must somehow get an education or be 
largely a failure. The square-handed boy is the 
exact opposite. He becomes an active, strenuous 



144 


HOW TO REALIZE ON 


man, capable of doing the hardest work and getting 
the best wages. 

The short-fingered boy will never succeed at 
fine, skilled hand specialities—no matter how much 
training you may give him,—but can do things 
“ in bunches.’* The long-fingered lad is the opposite 
of this. He should confine himself to special lines 
of skilled work, and become expert in them. 

You may sink ten thousand dollars in training 
your boy with the pointed-tipped fingers for the 
art work he admires, but he wilj never be a great 
artist. On the other hand, your child with the long, 
blunt-ended fingers can be an artist without half 
trying, and do creative work in whatever line 
interests him. He may not be interested, but if he 
is, let him do it. 

Train your close-handed boy to loosen up, to 
share his money and possessions with others; but 
encourage your open-handed boy to start a bank 
account and restrain his extravagant impulses. 

Encourage your boy with the long first finger 
to see less of books and more of the outdoors. 
Teach the one with the long second finger to re¬ 
strain his physical exuberance—at least when 
there’s company, or you won’t have much company! 

Cultivate control of the emotions in the child 



YOUR PERSONALITY 


145 


who has the long third finger. But educate the boy 
with the long little finger not to be so self-effacing, 
to come out of the background and express him¬ 
self more 53 53 

You don’t need to talk ambition to the big- 
thumbed child—just get out of his way! But 
unless you develop will power in your small- 
thumbed boy he will never amount to much. He 
will have a weak personality unless given practical, 
psychologically-correct will-training. 

Some Things Told by the Hand 
The shape of your hand tells your heredity but 
the condition of your hand tells your habits. A 
man’s hand-condition tells significant facts about 
his environment, his way of living, his income, his 
personal fastidiousness, his pride, his self-respect, 
his health, his habitual activities and, in general, 
how he gets his living. 

The outdoor man’s hand is tanned, the skin is 
coarsened, roughened and more wrinkled, while the 
indoor man’s hand is whiter, smoother and less 
hardy-looking 53 53 

Occupation Shown In Hand 
The man who does rough work has rough hands, 



146 


HOW TO REALIZE ON 


the man who does hard manual work has harder 
hands, the man who does soft work has soft hands. 
The writer and the artist have callouses on the 
third finger, the cigarette smoker has the tell-tale 
yellow spots on his first and second fingers. 

The tools of all artisans leave the story of their 
use stamped on the hands. The dressmaker car¬ 
ries the marks of her needle and thimble, the den¬ 
tist of his instruments, the violinist of his strings. 

The hand that is primarily fat but whose 
muscles have been well-developed belongs to a fat 
man who is working a good deal harder than he 
likes to for a living, and who has constantly to 
fight the easy, lazy side of his nature. Conversely, 
the man whose body has a fair amount of muscle 
but whose hand muscles are undeveloped is the 
opposite—he is saving himself, doing inferior work 
and habitually slumping. He is doing less work 
than he is equipped to do, while the other man is 
doing more. He is degenerating while the other 
man is developing. 

Health Shown In Hands 
Next in importance to your mental health comes 
your physical, and this is told with surprising 
clearness by your hands. The sick hand tells a 



YOUR PERSONALITY 


147 


story alL the world reads at a glance. The fat, 
pudgy, red hand warns of apoplexy; the flabby, 
purple one of drink and dissipation; the yellow one 
of anemia; the corpulent one of gluttony, etc. 

Babyhood, childhood, youth and old age all 
print themselves in the condition of the hand. 

What Hand Movements Tell 
Whereas the shape of a man’s hand tells what 
Nature gave him to start with , and its condition 
tells what he has done with it, the way he uses 
his hands tells his state of mind from moment to 
moment 53 53 

Serene and Nervous Hands 
When a man’s hands lie serenely and contentedly 
in his lap, he himself is serene and content. When 
they tap the table, drum on the arm of his chair 
or beat tattoos on things nearest, he is anxious for 
something to happen and is subconsciously trying 
to hurry it. 

Be warned by this if your listener does it when 
you are telling him a story. It is the inside of him 
saying, “Oh, for goodness sake give us the ending!” 
If he does it as you are leaving, he wants you to 
hurry and get out of his sight; he is thinking of the 



148 


HOW TO REALIZE ON 


things he wants to do, and you are in his way. If 
he does it in your office as he is leaving, it is because 
you are delaying him—holding him away from 
something he wants to be doing. 

All this because tapping the fingers is a kind of 
explosion of the organism. It happens only when 
something is going too slowly to suit the person 
who does it. He can’t move himself or move you, 
perhaps, but the steam has to blow off somewhere. 
His hands, being so closely allied to his brain, so 
facile, so sensitive and responsive, are his freest 
and first outlets. 

The Limp Hand 

People whose hands hang limp at their sides are 
limp, spineless personalities. Don’t lean on them 
and don’t expect too much of them. On the other 
hand, people whose hands habitually assume stiff, 
stony poses are stiff, stony people—people who are 
not easy to convince, who do not make friends 
quickly, and who have fewer friends, because they 
are as unadaptable as their hands. 

The " Fighting Fist” 

People whose hands easily and often double up in 
the shape of a “ fighting fist ” are fighting person- 



YOUR PERSONALITY 


149 


alities. Notice how a thought of combat automati¬ 
cally closes your hand and gives it this shape with¬ 
out your being conscious that anything whatever 
has happened to it! 

"Educated” Hands 

The man whose hands drape themselves gracefully 
over things is more cultivated than the one whose 
hands lie like stones wherever they fall. One of the 
most noticeable differences between the cultivated 
and uncouth is the difference in the way they use 
their hands—a fact with which all of us are con¬ 
versant S3 S2* 

Hands Tell Likes and Dislikes 
You can tell whether any person likes or dislikes 
any article you are displaying to him by the way he 
uses his hands. If he is favorably impressed he will 
touch it softly, almost politely. If he stands in awe 
of its beauty, fineness or fragility, he will touch it 
carefully, caressingly. If he idealizes it he will make 
reverent gestures toward it but will not touch it S3 
But if he is indifferent he will handle it, touch 
it, point to it or pick it up indifferently. If he 
despises it his hands will be eloquent of disdain. 
Every clever salesman learns in this way which 



150 


HOW TO REALIZE ON 


article you are secretly preferring and concentrates 
his efforts on that. 

Hands and Criminals 

In criminal courts the hands of witnesses tell with 
surprising accuracy in crucial moments whether 
or not they are speaking the truth. You can not lie 
and keep your hands quiet. They jump up and 
contradict you—but only a few people understand 
their language! 

Hands of the Conceited 
People who are conceited carry their hands farther 
away from the body when walking than others, 
and in jaunty, conspicuous poses. Timid people 
carry their hands just as near the body as they can 
get them—doubled, folded or clinging against the 
body in various ways. They even carry the thumb 
habitually farther inside the hand than others. 

Self-confident people carry their hands con¬ 
fidently, have them ready for emergencies and 
especially for emphasizing their statements. This 
does not mean that they constantly gesticulate, 
but their hands are always in readiness. In other 
words, they are “ handy ”—a word we have invented 
to express anything that is as available as a hand. 



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Hands Tell Emotion 

Very emotional individuals gesticulate habitually, 
and even the most repressed do so whenever in the 
grip of intense emotion of any kind. Emotional 
races—the French, the Hebrews, the Italians, for 
instance — are famous for the variety, intensity 
and quickness of the gesticulations which play 
accompaniments to all their conversation. 

“If you want one of them to stop talking 
simply tie his hands/' is often said of certain races. 

Hands Express Resistance 
If a man’s hands make no move whatever when 
you are trying to convince him, it is because you 
are not succeeding. His mind is as unresponsive 
to you as his hands. If his hands stiffen as you talk, 
though he say no word, his is inwardly opposing 
you or some point you have made. 

If his hands relax and open, it is because you 
have said something that favorably impressed 
him. When they open wide and lie palms upward 
you have wort! 

The Stingy Hand 

Stingy people’s hands are in league with their 
owners. They never seem able to find a pocket or 



152 


HOW TO REALIZE ON 


a purse easily if there is carfare to be paid, though 
they always pick up the change you hand out 
with great quickness! 

Generous people’s hands fly to their pockets 
almost before you have asked them for anything 
and are deft at finding money. The generous man 
throws his change down on the counter before he 
gets what he has bought, but the “ tight ” man 
hangs on to his until the last minute , and even then 
parts with it reluctantly. 

Hand-shaking and Personality 
A man’s personality is indicated also by the manner 
in which he shakes hands and in ways known to all. 
The more muscular development a man has, the 
more forcefully will he shake hands. He may be 
slow or quick to shake hands (depending on the 
amount of his self-confidence), but muscle is what 
determines the strenuosity of it after he begins. 

Inexpressive people do not shake hands as 
easily or frequently as spontaneous ones. 



What Handwriting Tells 

ANDWRITING, as an index of character 
and temperament, has interested mankind 
for centuries. Scores of books have been 
written about it. Many claims have been 
made concerning its revelations. 

Many controversies have arisen around the 
subject and most of them are still pending. There¬ 
fore we shall set down here only those few facts 
about handwriting which scientists agree indicate 
traits of personality. 

Only Habitual "Hand” Indicative 
If you hope to judge character accurately from 
handwriting never imagine you can do so from a 
small “ sample,” a mere signature or anything 
written expressly for the purpose. These tell 
different stories at different times, depending on 
mood, health and intent. Only a collection of a 
man’s letters, judged as a whole, can tell you real 
facts about his personality. 

The Three Things 

The three things any one gathers instantly from 
one’s handwriting are age , sex and education. 








154 


HOW TO REALIZE ON 


Age and Handwriting 

The periods of childhood, maturity and old age 
all have distinct handwriting characteristics. 

Sex and Handwriting 

Any one of average observational powers can dis¬ 
tinguish at a glance the handwriting of men from 
that of women—even when either attempts to 
imitate that of the opposite sex. 

Education and Handwriting 
Spelling, punctuation or stationery are not the 
first revealers of a lack of learning. The uneducated, 
the ignorant, have a handwriting of their own 
which is familiar to every one. 

Regardless of how their handwritings may differ 
in “style,” men who are educated show it in their 
handwriting. A man does not need to be educated 
in schools to acquire an educated hand. He who is 
self-educated, well-read, posted and up to date men¬ 
tally has an educated handwriting no matter how 
few schools he attended, once he has learned to write. 

Use Your Common Sense 
The best recipe for reading handwriting is— common 
sense . People express each inner attitude in many 



YOUR PERSONALITY 


155 


ways but always with an unconscious consistency. 

For instance, you can estimate with unfailing 
accuracy the liberality of any individual by noting 
his liberality with paper, ink and energy when 
writing. The stingy man makes small letters, 
crowds them and his words together, and puts as 
much on a page as he can. 

The Stingy Writer 

Show me a letter from any man or woman written 
in tiny script, with letters, words, paragraphs 
and sentences closely squeezed together, with no 
margins to speak of, and I will show you a man 
or woman who is exceedingly careful of money. 

The " closest” man I ever knew was one who 
had this infinitesimal hand. He wrote his letters 
on scraps, though he was well-to-do. He scribbled 
all around the edges as long as there was the least 
space left. If it did run over he sent the P. S. along 
on another slip just large enough to hold it. 

The Generous Man 

Conversely, the person who uses up a great deal 
of paper, who writes a uniformly large hand or 
one whose letters give each other plenty of room, 
is generous with money and possessions. 



156 


HOW TO REALIZE ON 


Handwriting In General 
Disjointed words and letters —those that are broken 
apart, whose loops do not meet or which omit the 
last letters habitually—indicate a mind equally 
disjointed and disconnected. 

Words connected with each other (by the writer 
not lifting his pen between them) show a well 
organized, consecutive mentality capable of 
centering on a thing and accomplishing it before 
dropping it. This tendency, moreover, increases as 
any individual increases his powers of concentra¬ 
tion 53 53 

Precise handwriting — each letter and word 
always written in exactly the same way and all 
of uniform size—denotes a personality just as 
punctilious and precise as that writing. 

Careless handwriting indicates carelessness in 
the same proportion throughout the personality. 

Hurried handwriting denotes a man who is 
usually on the run. The man who fails to do justice 
to the last letters in his words, the last words in 
his paragraphs, or whose letters wind up in a much 
less careful style than that with which they began, 
does everything in life largely this way. He is 
forever starting things he does n’t finish. 

The man who ends his letters in the same com - 



YOUR PERSONALITY 


157 


posed , careful and clear writing with which he opens 
them is never one who can be hurried much. He 
has less enthusiasm than the other man when 
starting things, but it lasts longer. He has more 
persistence and is much more uniform in his moods 
than the man whose handwriting changes half a 
dozen times in the course of one letter. 

Very large flourishing, fancy capitals with small 
remaining letters indicate a self-satisfied, person¬ 
ality and usually a vain one. 

Small capitals with large remaining letters denote 
a self-confident personality that is not troubled by 
what people think of him. 

Many exclamations , underlinings , dashes or 
parentheses denote a very expressive personality. 
All these are attempts to carry enthusiasm over 
to the hearer by emphasis. 

Avoidance of punctuation marl^s and a tendency 
to write along in a level, quiet style indicates just 
this kind of person. He has just as much composure 
when talking to you face to face as on paper, too. 

Very straight up and down writing is made by 
very unsentimental people, who are not carried 
away by their own feelings and who see little 
reason for others losing their heads about any¬ 
thing S3 Writing that slants backward indicates this 



158 


HOW TO REALIZE ON 


same trait carried to the extreme of indifference 
or coldness 53 53 

Writing that slants in some places , stands straight 
up or backward in others indicates a dual or multiple 
personality. Such an individual plays many roles 
in the course of a day and feels today as unlike he 
felt yesterday as if he were two different people. 

Thick> firm writing denotes a firm, resolute, 
somewhat stolid personality. 

Forceful , large writing denotes a predominantly 
masculine personality. 

Thin , gracef ul , lacey writing indicates a feminine 
nature, even when written by a man. Such a one 
loves the beautiful, the refined, the gentler side 
of life 53 53 

Sharp y angular writing denotes an austere, 
resistent personality very difficult to influence 
in any way. 



CHAPTER IV 


Blonds, Brunets and Titians 


REATER interest is mani¬ 
fested in the difference between 
blonds and brunets than in 
any other phase of Human 



Analysis. Of the sixty lectures 
in our courses the one on 
“Blonds, Brunets and Titians” 
always draws the largest 
crowd S3 S3 


The reason is plain. Color¬ 


ing is one of the most easily distinguished charac¬ 
teristics of every human being. 

No one can tell, a block away, whether you have 
a long or short nose, but he can tell whether you 
are black or white. When you come a little nearer 
he can tell whether you are a blond or a brunet. 
If you happen to have red hair and by any chance 
are without a hat, he can not only see but almost 
feel it several blocks away! 

There are more significant things in your make¬ 
up than your complexion, but the moment I come 
near enough to see these other things I know your 









160 


HOW TO REALIZE ON 


blondness, brunetness or red-haired qualities mod¬ 
ify them, and it tells me many things about your 
personality 55 55 

The Two Classes 

So keen has been the interest in analyzing people 
according to color that long ago the people of the 
white races were divided into two classes—blonds 
and brunets—and certain qualities were assigned 
to each. Almost any person you meet will tell you 
he knows blonds are always different from brunets 
and that people with red hair are different from 
either 55 55 

He will tell you he has noticed that a blond 
always does one thing and a brunet something 
else; that a man or woman with fiery hair has a 
temper to match. Usually he will tell you he likes 
to see little girls have blue eyes and golden curls 
and little boys dark eyes and hair. 

“Vamps” and Villains 

Almost any layman leans toward the suspicion 
that the unscrupulous are usually dark; that the 
sure-enough villain is usually a dark-haired, dark¬ 
eyed gentleman. 

In the melodramas of our youth the Levisons 



YOUR PERSONALITY 


161 


were always brunets and the Carlyles always blond 
and bland. Even when the ingenue was a middle- 
aged, medium-haired matron she must needs don 
the curly yellow wig—unmistakable badge of 
virtue—or the “ psychology ” was all wrong. 

When there was a “ villainess ” she was com- 
plexioned like the vamp of today—inky orbs, 
raven locks and all! 

Angels and Demons 

So strong was the tradition connecting lightness 
of color with goodness of heart, and vice versa, 
that all angels were pictured with blue eyes and 
golden curls; and all demons, witches, fiends and 
devils with black eyes and midnight tresses. 

In ancient paintings kings, queens—the nobility 
in general—were always blonds, and the serfs, 
servants, criminals and underlings brunets. 

Good ladies were always " fair to look upon,” 
with shell-pink ears and ” lily-white hands. Such 
phrases as “that man is white” and he gave 
me a dark look ” arose from the same source. 

Psychology and Old Masters 
Now you and I—especially if you and I happen 
to be brunets—know that blonds are not always 



162 


HOW TO REALIZE ON 


“angels” nor brunets always villains. Some of 
you black-haired ones remember how the blonds 
“made love and rode away”—and some of you 
blonds remember when you did it! 

How then,” you ask, “ did this popular 
misconception arise?” 

The answer lies in the fact that human psy¬ 
chology was the same two thousand years ago as 
it is today, and that “ old masters,” like the new 
ones, knew which side bread is buttered on. 

When the old masters were first given vogue 
it was by the rulers, the royalty and nobility— 
and The Rulers Were All Blonds! 

Art was just as long and time just as fleeting 
then as now. Painters and sculptors had to live. 
A man bright enough to paint a great picture 
ought to be bright enough to make that picture 
acceptable to the only people financially able to 
purchase it or powerful enough to reward him. 

Ancient Civilizations 

The glory that was Greece and the grandeur 
that was Rome” have faded from the earth. 
Never before their rise and never since their fall 
has mankind builded with such beauty or brilliance. 
From out of obscurity sprang the marvels of that 



YOUR PERSONALITY 


163 


day. And back to oblivion they fell, to lie buried 
through the Dark Ages and never to be rehabil¬ 
itated 55 55 

Armless Venus de Milo and headless Winged 
Victory typify the rise and ruin of a day never 
seen before nor since. The Roman Coliseum and 
the Parthenon, crumbling to decay, are yet more 
eloquent than anything else man has ever produced 
in architecture; the Appian Way—after two thou¬ 
sand years—rivals in durability the best that 
modern man, (with all his later discoveries) has 
been able to construct. 

There they stand mute, mutilated evidence that 
once there was a day, short but shining, when the 
spiritual in man broke its bonds, and materialized 
in bronze and marble! 

The reason for it, as we shall see, was the 
co-operation of the greatest spiritual and mate¬ 
rial qualities of mankind. 

That combination, as we shall see, was for the 
first and last time in human history the result 
of the co-operation of blond and brunet peoples. 

Which Is Better? 

“ Which is stronger, the blond or brunet ? ” we 
are constantly asked. The answer is: One is as 



164 


HOW TO REALIZE ON 


desirable as the other, but in different ways. 

Both blonds and brunets have weaknesses, 
but not the same weaknesses. Each also possesses 
points of strength not possessed by the other; 
and these pretty evenly balance each other. 

What All Know 

About all the average individual knows or could 
be expected to know about blonds and brunets 
is that the tropics are inhabited by dark people 
and the cooler regions by light people. We know 
that the nearer the Equator the darker the people, 
and the farther away the lighter. 

Startling Statistics 

In the long run statistics tell the truth. Some of 
these were instrumental in setting great minds 
toward investigating the causes underlying the 
striking differences between the blond and brunet 
personalities—with the resultant historical, ethno¬ 
logical, biological and psychological data briefly 
reviewed in this chapter. 

Some of the facts revealed by blond and 
brunet statistics are amusing, some amazing, and 
all are significant evidence of the theories to be 
set forth 53 53 



YOUR PERSONALITY 


165 


Most Suicides Brunets 

It was discovered that more than 85% of all 
suicides an America were brunets. This is due to 
their greater intensity, deeper emotionalism and in¬ 
ability to throw off grief, sorrow or discouragement. 

Blond and Brunet Crimes 
The records of penal institutions in the United 
States show that the crimes of hot blood, passion 
and impulse are committed by people who are 
more blond than brunet; while crimes of con¬ 
spiracy, cunning, intrigue and revenge are those 
of people who are more brunet than blond. 

In Business 

Another interesting fact not known to the layman 
is that most of the business men of America are 
blonds, most of the professional men are brunets 
and most of the red-haired are in politics. 

Blond Salesmen 

Most of the salesmen of America are blonds—with 
high or outcurving noses and rather square hands. 

Brunet Bookkeepers 

Most of the bookkeepers of America are brunets— 



166 


HOW TO REALIZE ON 


with thin hands, straight or incurving noses, bony 
hands and firm lips. 

Brunets, by reason of the greater care they 
give to details and their ability to stick to routine, 
have been the most skilful in fine workmanship- 
such as filigree, lace-making, embroidery, goldsmith¬ 
ing, watch-making, etc.—throughout the world. 

Laws of Blondness and Brunetness 
In analyzing for color three things are to be taken 
into consideration—hair, eyes and skin—and where 
there is doubt, either two constitute a majority. 

For instance, a man with blond skin, blond eyes 
and brunet hair would be a blond. A man with 
brunet skin, brunet hair but blond eyes would be 
a brunet. Remember that throughout this chapter 
we are referring only to blonds and brunets of the 
white race, and only to persons in normal health . 

Law of Mediums 

But when any individual has hair, eyes and skin 
so nearly medium in every respect that you can 
not decide which he is, look at his eyes . Eyes, being 
more fundamental in the organism than hair or 
skin, are slightly more significant than the others, 
and have the deciding vote. 



YOUR PERSONALITY 


167 


For instance, if you find a man whose hair 
is so nearly half-way between blond and brunet 
that you can not tell which it is, whose skin is 
equally medium but who has eyes a little more 
blue than brown, that man is a little more blond 
than brunet. 

But if the same man had eyes that were a 
shade more brown than blue, he would be a shade 
nearer brunet than blond. 

The Old Theory 

Because hot countries are inhabited by dark races 
it was always supposed that dark color in hair, 
eyes and skin was evolved as a protection against 
Heat. This theory had two weak spots in it. It 
was contradicted by the fact that three races— 
the Tartar of Asia, the Esquimo of the Arctic 
zone and the Indian of North America—were all 
dark, despite their living in cold countries; and 
that the Albino is colorless, though living in Africa. 

No theory is scientific unless it holds water 
at every point. This one was therefore not 
accepted. We knew there must be another reason, 
and in 1895 Joseph von Schmaedel announced the 
discovery which science has accepted as the expla¬ 
nation of the difference between blonds and brunets. 



168 


HOW TO REALIZE ON 


Evolution of Color 

Von Schmaedel showed that color was evolved by 
the organism, not as a shield against excessive 
heat, but against excessive Sunlight. He showed 
what we have since seen to be true in every respect 
that strong, brilliant sunlight carries short or 
actinic rays which first Stimulate , then Exhaust , 
then Destroy living protoplasm. 

You can prove this for yourself. Place a germ 
in a dark cellar and it breeds. Place it in the 
bright sun and it dies. 

So we know that the pigmentation which 
causes the color differences—from that of the 
brunet of the white race to the blackest negro— 
is the cloak Nature gives her children to protect 
them from brilliant sunlight. 

The most familiar illustration of this is the 
coat of tan you acquire so quickly in summer but 
which fades away as soon as there is no longer any 
need for it. 

Exceptions Eliminated 

This theory held at every point. It not only 
accounted for the dark color of tropical peoples, 
but explained the four previous exceptions. 

The earliest North American Indians lived 



YOUR PERSONALITY 


169 


in the brilliant sunlight of what is now New 
Mexico, Arizona and Southern Colorado, a fact 
we know from the ancient Cliff Dwellings. 

The Esquimo, though he lives in a cold country, 
lives in a brilliant land where the glare of the 
sun’s rays is intensified in reflection by the snow. 

The Tartar’s country, though cold, is also 
bathed in sunlight and, in its Northern reaches, 
covered with snow most of the year. 

This theory also makes clear why the Albino 
is without color. He lives in Africa, to be sure, but 
in the most heavily forested spot known to man, 
where the shade is so dense that no ray pierces 
the thick foliage. 

For uncounted centuries he lived in this shelter, 
and therefore did not require color for his pro¬ 
tection 53 53 

Not needing color he has never evolved it, 
and even today the pure Albino has pink eyes, 
snow-white hair and milky skin. 

Color of First Races 

As we saw in the chapter on Profiles, the first 
races of the earth lived in tropical countries, the 
outgrowth of the protoplasm which was first 
stirred to life by the warmth of the equatorial sun. 



170 


HOW TO REALIZE ON 


There they evolved the color-cloak which 
always varies with the brilliance of the sunlight 
in which its owner lives. All tropical races today 
have this dark color and flat, short noses. 

Choice of Modern Environment 
In an individual’s life the environment is largely 
chosen or made by that individual. Directly or 
indirectly, wittingly or unwittingly, he decides 
what kind of environment he will live in, espe¬ 
cially if he is “male, white and free.” 

The same is true of women, though less di¬ 
rectly. The girl who marries a dentist in a small 
country town may think she has married only the 
dentist. But she soon discovers she has married 
his environment—his profession, his patrons, the 
little town itself—and it all becomes her environ¬ 
ment 53 53 

She chooses it indirectly, often she chooses it 
unknowingly, but choose she certainly does. 

The young man who enters a traveling pro¬ 
fession, though he do so inadvertently, has never¬ 
theless chosen his environment. But he, like the 
dentist’s wife, can change to some other if willing 
to make the necessary sacrifices. 

Today the world is full of different kinds of 



YOUR PERSONALITY 


171 


environments which, thanks to our traveling 
facilities, can be reached in an hour’s or a day’s 
ride. The city man can “ go back to the land,” 
the country boy can go to the town, the small 
town men and women can go to the great city. 

All may move to a different country, across 
the continent or across the sea—and there live 
a somewhat different kind of life if they so desire. 

Old Environment Unchanging 
But such was not possible to the early peoples 
of the earth. Travel was unknown. Men lived and 
died within a few miles of the spot where they were 
born, doing generation after generation what their 
ancestors had done, and doing it in exactly the 
same way. 

Primitive people even today plow with crooked 
sticks, grind their corn with huge stones, and pray 
to idols 53 53 

So little did they know of their surroundings 
in those early times, and so rightly did they fear 
their neighbors that a wide river, a range of hills 
or a forest was sufficient to keep near-by tribes 
completely separated. 

This separateness developed different languages 
and this in turn widened the breach—just as your 



172 


HOW TO REALIZE ON 


inability to understand a Russian inclines you to 
stay away from him. 

The different tongues of the earth all came 
about in this way. 

Temperature and Temperament 
But these were not the most significant results of 
this tropical environment. In a race or an individ¬ 
ual the most significant changes are never the 
outer or material ones, but the inner and mental 
ones. These eventually change the man himself. 

Countries or cities varying even a few degrees 
in temperature produce slightly different effects 
on the temperament. 

The Southerner and Northerner of our own 
country are two quite different temperaments. The 
climate of the South produces a different environ¬ 
ment; that environment in turn produces men and 
women who differ slightly but surely from those 
of the North. 

The inner effects of an extremely tropical 
climate upon those earliest peoples was the same 
as the effect produced today upon any individual 
who goes to a warmer climate to live, only in a 
far greater degree. 

Also it happened on a much larger scale and over 



YOUR PERSONALITY 


173 


centuries of time; and to peoples who (being indige¬ 
nous to the climate) had none of those opposite 
characteristics to pit against the new environment, 
which the Northerner takes with him to a tropical 
environment today. 

Temperament Not Accidental 
Temperament, whether national, racial or indi¬ 
vidual, is never accidental, but always the result 
of the interaction of biological and psychological 
laws 55 55 

Fortunately man is coming more and more to 
understand these laws and apply them to the 
improvement of his life. 

Today we know that nothing happens save 
as the result of a cause and that the same cause 
always brings the same result . We know that dark 
hair, eyes and skin are a result as well as an indica¬ 
tion—the result of tropical ancestry and an 
infallible indication that tropical traits—in pro¬ 
portion to the tropicalness of his color—have come 
down to him along with his color. 

It tells us these things as plainly as the purple 
of a violet tells you its characteristics; as the 
yellow of a sunflower tells you it is a sunflower; 
as the lavender indicates an orchid. 



174 


HOW TO REALIZE ON 


Tropics and Economics 

These earliest tropical ancestors of ours were not 
troubled by economic problems. There were no 
bread lines, no strikes, no capital and no labor. 
Food grew in abandon and abundance through 
the endless summers. Nuts and fruits hung heavy 
from shrubs and trees. 

When our ancient ancestor was hungry he had 
only to climb a cocoa-nut tree, crack a nut or two 
and drink his dinner. If he was not inclined to 
this exertion he could sit underneath a banana 
tree till the ripest fruit fell into his lap! 

Old and New Problems 

The complications arising today out of the fact 
that the labor of hundreds of human hands lies 
back of every meal we eat, every garment we wear 
and every convenience we own, were things of 
which this ancient ancestor could not have con¬ 
ceived! 53 53 

When you desire a new suit you go to a store 
or a tailor and bargain with one or a dozen men 
about it 53 53 

Through the help of a dozen more, via the 
telegraph, postal service, the railroad and tele¬ 
phone systems, it reaches you. 



YOUR PERSONALITY 


175 


But first it was clipped from the back of a sheep 
or picked from a cotton plant, dyed, woven, manu¬ 
factured, wholesaled and finally retailed. 

The entire process involves—directly and indi¬ 
rectly—some hundreds of other human beings. 

But when that first man and woman wanted 
a new suit they plucked some grass from the 
river bank, wove it into a sash-curtain effect and 
strung it around their waists; or, for cool days, 
tanned the skin of animals. 

For a house they cut down reeds, leaned them 
together and thatched them across the top—an 
architectural achievement requiring about two days. 

Time and Temperament 
What effect would such an environment have 
upon you, if transplanted to it today? 

First, and most important, it would give you 
more leisure . 

The man who is driven by necessity to work 
long hours each day to have food, clothing and 
shelter for himself and his family has little or no 
energy left at night to think about his inner life. 

To sustain life is the first requisite of every 
creature; to think on the meaning of life comes later. 

He who has to struggle too hard to feed his 



176 


HOW TO REALIZE ON 


stomach can not feed his spirit. He who must 
work very hard in order to live here has few 
thoughts about the hereafter . 

There are but twenty-four hours in a day, and 
each human being has only so much mental and 
physical energy. If he is compelled to give his 
time, strength and energy to one thing, he does 
not have any left to give to others. 

Always the thing he seeks first is self-preserva¬ 
tion 53 53 

Self-expression and soul-salvation are matters 
to be considered only by the man with time and 
energy to spare. But they come inevitably into 
the thinking of every human being as soon as he 
is free to give them his attention. 

The Tropical Temperament 
So when Nature bounteously showered upon 
this tropical man all the things required for his 
self-preservation he turned his attention inevitably 
to another imperative need of every human 
being—that of self-expression. 

Everything in his environment encouraged 
him in this. In a primitive land every creature is 
more unbridled than in civilized communities. 
People of our own generation express their feel- 



YOUR PERSONALITY 


177 


ings and thoughts in proportion as their ancestors 
lived near the equator . 

The difference between the temperamental 
prima donna—whose every passing thought is 
told in face and form—and the stolidity of the 
Swede is caused by a difference of latitude, and 
plainly indicated by their respective complexions. 

Self-Expression in Art 

Some of the highest forms of expression are by 
means of the arts—music, singing, dancing, acting, 
painting, sculpture, literature and architecture 53 
Those who can not create but only appreciate 
these arts find joy and peace in them. Millions 
of inarticulate men and women see the beauty 
they can not describe given to the world on the 
painter’s canvas; they hear in concert and sym¬ 
phony the beauty of sound and song they them¬ 
selves can never utter; the beauty of form and 
line speaks to them through sculpture and archi¬ 
tecture; that of rhythm and motion in dancing; 
and the words they would speak are spoken for 
them through literature and the drama. 

Brunets the World’s Artists 
Because these tropical peoples had little work 



178 


HOW TO REALIZE ON 


and much leisure it came about that the fine arts 
of music, singing, dancing, acting, painting, sculp¬ 
ture, literature and architecture originated with 
the tropical races whose distant though direct de¬ 
scendants are the brunets of today. 

A glance at the complexions of the greatest 
artists, from antiquity down to our own time, 
will give you interesting proof of the artistic 
sense inherent in brunets. Even today, when 
blond and brunet races have intermarried for 
centuries, the great majority of leading artists 
in every line are brunets. 

The most common apparent exceptions to 
this are the great Irish singers. These, however, 
are not actual exceptions. The Irishman with 
dark hair and blue eyes is a cross between the dark 
Spaniards who invaded Ireland and the blue-eyed 
lassies of Erin whom they married. 

Brunets Furnished World Religions 
After the demand for self-expression there comes 
to every man another—the urge of soul-salvation. 
Religion, in all its forms, is the result of this urge. 

The tropical man, with time to think, did 
what every individual does who has time to 
think. He grew introspective. He longed for self- 



YOUR PERSONALITY 


179 


expression throughout eternity and dwelt upon 
the question of his soul. The beauty all around 
him in flowers, trees, birds, the earth, sea and sky, 
all made him long to live forever; while the coming 
of the seasons, the endless reproduction of life in 
everything about him, made him say, “ Man, too, 
lives forever. He dies only to bloom again — 
and thus the first “hereafter” religions were 
born 53 53 

It is a significant fact that the four greatest 
world religions—Christianity, Buddhism, Moham¬ 
medanism and Confucianism—were all given to 
the world by brunet races. 

It will also be interesting to you to note how 
large a majority of the most religious people 
today are brunets. There are many religious 
blonds, and a religious blond is as devout as a 
brunet. But there are not nearly so many of him! 

Civilization Widens 

But as we have also seen in the Profile chapter, 
all the people did not stay in the tropics. The most 
ambitious migrated farther and farther away from 
the torrid zone, spreading over the earth in every 
direction, until at last over-population crowded 
them into the cold countries of the far North. 



180 


HOW TO REALIZE ON 


Blond Countries 

Some of these cold countries were also foggy 
countries. Especially was this true of those around 
the Baltic Sea (now Norway, Finland, Denmark 
and Sweden) and what is now northern Germany, 
England, Scotland, Ireland and Wales. 

These are the “ Blond Countries.” From them 
come the blue-eyed German, the pink-cheeked 
Englishman and the towheaded Swede. 

What They Faced 

Remember what the ancestors of these blond 
races faced in that northland, where the Sum¬ 
mers were short and the Winters long! Where 
nothing grew save what was cleverly cultivated 
and carefully tended; and useless even then unless 
painstakingly protected, preserved and prepared 
for use S3 S& 

In such a land nothing less than the utmost 
effort of brain and brawn can save a man from 
extermination. All the ingenuity of his mind must 
assert itself if he is not to perish. 

The Law of Growth 

When any creature faces extinction he begins to 
use his head. If he puts up a good fight everything 



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181 


strong in him rises to the surface, answers to his 
needs and usually saves him. 

Super-civilized peoples become weak and die. 
It takes difficulty to draw out the sleeping giant 
in each of us. The natural inertness of every 
organism is so great it refuses to awaken for any¬ 
thing less. 

A man who is petted, pampered, fed, clothed 
and sheltered becomes a weakling; while many 
a one whom the world considers a weakling, and 
who so considers himself, becomes a man when 
forced into a pioneer land where he is compelled 
to use his head and hands, his muscle and his mind. 

Beginnings of Civilization 
So it was that the peoples living in that cold and 
sunless land where now live the Saxon and Teutonic 
races faced the most serious of human problems. 

With all their planting, cultivating and care, 
the scanty crops were not sufficient for their needs. 
The sea must be made to give up its food. So the 
first navigators “ went down to the sea in ships.” 
At first they were the crudest of ships—only tiny 
fishing boats, but our giant Titanic, the brave 
Lusitania and all modern dreadnaughts were 
their lineal descendants. 



182 


HOW TO REALIZE ON 


Birth of Building Construction 
After food, the next necessity is shelter. In the 
tropics the elements are kindly and the problems 
of shelter extremely simple. But in the North 
snow and cold and storm raged for more than half 
the year. Only he who could build himself a 
strong, warm house would live to see the Spring. 

But because of this, construction and build¬ 
ing were invented. The great-grandfathers of our 
skyscrapers came into being! 

Commerce Begins 

When the fishermen made larger catches than 
they needed for themselves they disposed of them 
to their neighbors. 

When some one who had specialized in build¬ 
ing became more expert, they built houses for 
others, for pay. 

Thus came the beginnings of commerce, the 
forerunners of world markets. Wall Streets, tele¬ 
graphs, telephones, wireless—all the mammoth 
industries of our modern world. 

After the exchange of commodities came the 
necessity for transporting them, so men began to 
invent ways and means of doing it. 

They built simple carryalls, then wagons. 



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183 


then larger, stronger vehicles, until transportation 
as it was destined to show itself in the network 
of railways now encircling the earth, came into 
existence 53 53 

The United States Postal Air Service, which 
picks up a letter in New York and delivers it 
a few hours later in Chicago is its youngest and 
prettiest child! 

Changes in Human Brains 
But the external world was not the only one in 
which drastic changes were happening up there 
in those cold, foggy countries. 

Driven by necessity to use every atom of his 
brain to invent ways and means for self-preserva¬ 
tion, this Northern man finally evolved a mind 
which from birth tended instinctively to act with 
quickness, keenness and practicality . 

Since only the quickest-brained lived to repro¬ 
duce, this region at last came to be inhabited exclusively 
by quick-brained , practical-minded , aggressive people . 

Obviously, this mind was far different from the 
meditative one of his tropical ancestors. 

Outer Changes 

In Nature nothing happens by accident; every- 



184 


HOW TO REALIZE ON 


thing has a purpose. When the purpose for which it 
is produced disappears, the thing itself disappears. 

As stated before, Nature is an Efficiency 
Engineer. When you need something she will 
give it to you if you fight hard enough to deserve 
it. But when you no longer use a thing she takes 
it away from you. Let your arm hang limp for 
six months and the muscles will show signs of 
atrophy; make it six years and it will be a flabby, 
useless appendage. 

These men of the North lived in an atmosphere 
whose heavy fogs seldom allowed the sun to shine 
upon them. They did not need their color cloak. 
So nature took it away again. 

Guaranteed to Fade 

When you make one thing happen you make 
anywhere from one to a thousand things happen. 
Everything in life is dependent upon something 
else. In this case four momentous things were 
happening simultaneously to these Northern people. 

The first was that they were evolving longer 
and higher noses , in order to breathe in and warm 
the larger volume of air necessary for supplying 
the oxygen for their strenuous activities. 

The second was the great physique which 



YOUR PERSONALITY 


185 


inevitably resulted from this strenuous activity 
and large breathing system. 

The third was the mental keenness produced 
by these two, and the ambition it in turn produced. 

The fourth was that the color they no longer 
needed simply faded out. This made them blond 
—with the light hair, eyes and skin we see in all 
Northern races today. 

Characteristics of Blond Races 
So down to this age and during all the ages be¬ 
tween, the blond races have been characterized by 
longer, higher-bridged noses, taller, higher-chested 
bodies, and more sloping foreheads. 

The same environment which produced these 
inevitably produced more love of place, power and 
possession, more commercial and military ambition. 

As a result of all these in combination they 
became the originators of world navigation, world 
transportation and world communication. 

Modern Civilization Built by Blonds 
All these man-made miracles which we call “ mod¬ 
ern civilization” have been invented and instituted 
by blond races. 

The German “ War God,” England’s “ Rule 



186 


HOW TO REALIZE ON 


of the Waves/’ and America’s commercial suprem¬ 
acy are significant and inevitable manifestations 
of the blond temperament. 

The Psychology of Ambition 
When you know the psychology of individuals 
you know the psychology of races, nations and 
countries; for nations, races and countries are but 
individuals 53 53 

What is the psychology of any aggressive, 
quick-brained, practical-minded man? It is to 
get place, power, possessions — the material 
things of life. He surmounts one difficulty only 
to tackle another. He is always “ seeking new 
worlds to conquer.” He likes to acquire, to rule, 
to be monarch of all he surveys.” 

Out For New Worlds 

So these men of the North—trained to daring by 
travel over the open seas; learned in the ways of 
defeating man’s and nature’s opposition; gifted 
with the mental keenness born of many problems; 
and with the physical strength resulting from 
hardships—set out, after awhile, to subjugate 
the rest of the world. 

You are acquainted with the history of that 



YOUR PERSONALITY 


187 


day—how hordes of “giant blond men” swept 
down from the North, destroyed everything that 
offered resistance, and did not stop until they 
reached the Aegean and the Mediterranean. 

There they easily subjugated the peace-loving, 
esthetic, dark-skinned peoples and set themselves 
up as rulers. 

Blond Rulers of Brunet Peoples 
The “ Greek profile,” the “ Greek figure ”— 
immortalized on ancient coins, in bronze and in 
marble—were the profiles and figures of the rulers, 
not of the peoples who were indigenous to that soil. 

The story of Greece and Rome—that most illus¬ 
trious moment in all the history of mankind—is the 
story of brunet peoples ruled over by blond kings , of con¬ 
quests led always and only by blonds, of the battles 
and wars and world-dominion-thirst of blond generals. 

The Practical vs. The Beautiful 
The civilized people of the world can be divided 
into two main classes: those who look for the 
useful and those who look for the beautiful. 

Blond Aggressiveness Plus Brunet Art 
Nations, like individuals, suffer from too much 



188 


HOW TO REALIZE ON 


of one or too little of the other of these qualities. 
Blond races crush the beautiful in the struggle 
for the useful. Brunet races forget the useful and 
keep themselves in penury dreaming of the 
beautiful 53 53 

The aggressiveness of the blond plus the art of 
the brunet would make an ideal race and an ideal 
nation 53 53 

When the stalwart blonds came down from 
the North this is exactly what happened . They 
took the reins of government away from the 
brunets; applied their great energies to the build¬ 
ing, navigation and warfare which they had 
invented in the North. 

Soon things began to happen which had never 
happened in the world before. 

These blonds possessed no artistic talents them¬ 
selves—having always been too busy getting food 
and shelter to have any time to sit down and think 
of the lovely in life. But the prizes, fame and riches 
offered by the rulers for sculpture, architecture, 
the drama, and later for painting, were powerful 
incentives, and immortal art of many kinds was 
at last given to the world. 

These facts shed no small light on our mistaken 
traditions about the " blond angels ” and the 



YOUR PERSONALITY 


189 


“ brunet devils.” The old masters evidently knew 
how to reconcile the beautiful with the useful. Or 
perchance, like us, they admired most the com¬ 
plexions they did not have themselves! 

The Three Stages 

The law stated earlier in this chapter—that bril¬ 
liant sunlight first stimulates, then exhausts , then 
destroys living protoplasm —explains not only the 
brilliant rise but the tragic fall of all these. 

The rulers who swept down from the North 
were extreme blonds, devoid of the necessary 
color-protection. The brilliant Southern sun stim¬ 
ulated them to their highest powers; in a few 
generations exhausted them, and in a few centuries 
more wiped them out. 

Blonds and Brunets Today 
So today when we see a blond we know he inherited 
his blondness from some Northern ancestor. But 
we know his blondness is not all he got from that 
ancestor. We know the same ancestor who gave him 
his light color also passed on to him certain other 
traits, because internal and external traits always 
go together. 

Biology and psychology are inextricably inter- 



190 


HOW TO REALIZE ON 


woven, for the reason, as we have pointed out, 
that each results from the environment, and the 
environment stamps the outside and the inside of 
a man’s nature simultaneously. 

You can’t be an extreme blond and have 
extreme brunet traits, any more than a sunflower 
can smell like a violet. 

PERSONALITY OF THE BLOND 

From the foregoing it will be clear to you why 
extreme blonds, as long as in normal health, are 
quick, active and optimistic. They inherit these 
qualities along with their color from their blond 
ancestors who lived in cold or mountainous 
countries, where only the most active, strenuous, 
daring and optimistic lived to reproduce. 

We know when we see an extreme blond that 
we are looking at a man or woman to whom the 
practical and utilitarian are of supreme interest. 
The environment of his ancestors compelled them 
to concentrate on these things to the exclusion of 
others 53 53 

We know that place, power and possessions mean 
much to extreme blonds because the desire for these 
things grew inevitably in the blood of their ancestors 
as fast as they became strong enough to get them. 



YOUR PERSONALITY 


191 


We know when we look at an extreme blond that 
the material things are the ones he goes after first. 
He does not ignore the spiritual, but it has got to 
wait its turn. 

We know he generalizes—sees things as wholes, 
dislikes details, likes to promote and produce all 
kinds of practical things. 

He is often a speculator, for the unlimited 
possibilities of material projects fire his imagi¬ 
nation till he can count chickens by the thousands 
before they are hatched. 

The extreme blond is more calculating and less 
emotional in his love than a brunet. Because he 
loves change of all kinds he keeps himself free 
from marriage longer than the brunet, but has more 
flirtations meanwhile. For this reason he (and she) 
with the blue eyes and golden hair often leave 
more broken brunet hearts along their pathway. 

Extreme blonds are more aggressive and more 
adaptable than extreme brunets, because they are 
the children of races that had to be aggressive and 
adaptable or die. 

They are more quickly angered and more 
impatient, because those Northern ancestors had 
a hundred things to irritate them where the 
brunets of the tropics had one. 



192 


HOW TO REALIZE ON 


Bitter cold, whipping winds, the lashing sea, 
hail and rain and blizzard are all things that 
try the patience of man, and these blond men 
fought them bare-handed generation after gen¬ 
eration 53 53 

The extreme blond is dominating because long 
ago he had to dominate his surroundings or be 
crushed by them. 

He likes applause. His bravery of old chal¬ 
lenged the admiration of his neighbors and he 
developed a taste for it. 

He is naturally inventive because his necessity 
was great, and necessity is both the father and 
mother of invention. While the tropical man was 
inventing music with which to express the trans¬ 
ports of his soul, the man of the North was invent¬ 
ing means of transporting commodities without 
which he would have starved or frozen. 

Law of Blond Combinations 
Because of the same environment which produced 
the blond also produced the long, high-bridged 
nose, any one who has both extreme blondness and an 
extremely high , long nose will have these strenuous 
qualities in extreme measure . 

When an extreme blond has a low, sway-back 




YOUR PERSONALITY 


193 


nose, the intensity of these qualities will be cut 
down more than half . 

Profile shape, being more important than color, 
takes precedence. Thus a man with a large, long, 
high-bridged nose would have a strenuous nature 
no matter how dark his hair and eyes, because 
profile is of more significance than color in sizing up 
personality 53 53 

PERSONALITY OF THE BRUNET 

Though his skin be ever so white and though he 
belongs to the whitest of races, any person with 
extremely dark eyes and dark hair is in many 
respects the child of his dark-eyed, dark-haired 
ancestors, and his personality will invariably mani¬ 
fest them 53 53 

He will be more poetical , spiritual and emotional 
than an extreme blond of the same body, head, 
hand and profile shape. He will be more moved by 
beautiful music, by the lovely in sculpture, paint¬ 
ing and dancing, and will give them more of his 
attention than a blond of his own type. He will go 
oftener to serious plays and spend more time and 
money on them than the extreme blond will. 

He will be more painstaking and prudent than 
a blond of his same general structure. He will be 



194 


HOW TO REALIZE ON 


more patient but also more pessimistic. He is more 
inclined to take things seriously, to “ lay some¬ 
thing up for a rainy day.” He is inclined to be a 
mystic where the blond is a realist; to look for the 
" inner meaning ” of everything and to feel that 
he has found one 5^ For the reasons previously 
mentioned, he is a specialist by nature whereas 
the blond is a generalizer. The brunet, if very out- 
curving in profile does not like details, but if 
incurving, can be trusted to take infinite pains with 
the most intricate task and to have a pride in it 
entirely aside from its monetary returns. 

The extreme brunet is more retiring than the 
extreme blond, because the dark-eyed, dark-haired 
ancestors from whom he inherited his nature were 
not forced by circumstances into the forefront of 
competition with their fellows. 

The extreme brunet cares more for intrinsic 
value than for show, because those same ancestors 
had the time and leisure to contemplate the beau¬ 
tiful without capitalizing it for material advantage. 

He is more patient because neither necessity 
nor the elements drove him to fury. The only 
enemies he had were the beasts of the jungle. But 
in dealing with them he developed a caution and 
cunning unknown to the Northerner who was 



YOUR PERSONALITY 


195 


forced to meet all his enemies in the open. For this 
interesting reason we find extreme brunets always 
more cautious than extreme blonds. 

Developed in a land where passion and poetry 
held sway, the extreme brunet has these qualities 
in greater degree. Thus he stabs himself and his 
loved one rather than give her up to another, 
where a blond would say “ good riddance to bad 
rubbish ” and look for a new one! 

Having time to think and plan out every 
action, the extreme brunet is more patient; having 
faced no necessity for domination, he is more 
submissive; having lived in the senses and affections 
for centuries, these mean more to him than to the 
blond, who was so busy making a living for his 
wife that he had no time to make love to her! 

Because he had both the artistic sense and the 
time to devote to his work, the extreme brunet is 
more inclined to be careful . He is less spectacular , 
less dashing and less sensational . He is intellectual 
where the blond is practical. 

Law of Brunet Combinations 
Because the same environment which produced the 
brunet also produced the low, sway-back nose, 
any one who has both extreme brunetness and an 




196 


HOW TO REALIZE ON 


extremely short, sway-back nose will have these 
emotional qualities in extreme measure . When an 
extreme brunet has an extremely long, high- 
bridged nose, the intensity of his brunet qualities 
will be cut down more than half . 

As stated before, profile shape, being more 
important, takes precedence. 

Thus a man with a small, short, sway-back 
nose would have an inactive, intense, cautious 
nature, no matter how light his hair and eyes, 
because profile is of more significance than color 
in sizing up personality. 

PERSONALITY OF THE RED-HAIRED 

The red-haired or Titian type of individual is a 
cross between the blond and brunet—a strange 
commingling of the light and dark traits. Instead 
of the swarthy skin of the extreme brunet or the 
creamy skin of the extreme blond, the red-haired 
usually has a pink skin, well freckled. 

Freckles are coagulations of pigment, sprinkled 
over the skin instead of being spread evenly over 
it, as in the olive-skinned. 

There are more red-haired among the Irish 
than any other nation, and for the reason referred 
to before—that Ireland is not now a pure blond 



YOUR PERSONALITY 


197 


nation but contains a large percentage of people 
who are a cross between blonds and brunets. 

The Spanish Armada (made up of dark-eyed, 
dark-skinned, dark-haired Spaniards)—was wreck¬ 
ed off the Irish coast by the English, and the 
entire fleet of 30,000 men descended upon Ireland 
and remained there—the great-great-great-grand- 
fathers of the raven-haired, violet-eyed Irish boys 
and girls of today. 

This strange combination of intensely brunet 
hair and intensely blond eyes is seldom seen any¬ 
where else on earth, and accounts for much of the 
equally strange blending of the practical and the 
poetic in Irish people. 

The Titian or red hair is another expression of 
blond and brunet intermarriage, and always indi¬ 
cates the same crossing of characteristics . 

It is a well-known fact that the red-haired are 
different from the blond and brunet types and 
different in ways which are inexplicable to the 
layman. The red-haired man, we know, is a quick- 
thinker and a hard fighter like the blond, but 
intense , imaginative and artistic like the brunet. 

He can be both revengeful and forgiving, and he 
is at once the most flirtatious and the most constant 
of lovers 53 53 



198 


HOW TO REALIZE ON 


Today science explains this as the natural out¬ 
come of the cross which constitutes his type. He is 
a blending of the extreme blond and the extreme 
brunet traits inwardly as well as outwardly, and a 
bundle of contradictions psychologically as well as 
physiologically. 

Fortunately the red-haired combines many of 
the best traits of each of the other extremes, with 
few of the weak ones of either, and this accounts for 
the commonly-known fact that red-haired people 
are never mediocre . 

Red-haired vagrants, idlers or beggars are 
unknown. And though few in number compared 
with other types, the red-haired people comprise 
surprisingly large numbers of the world's most 
famous and successful men and women . 

The personality of the red-haired, therefore, is, 
as you will find it every day a personality of con¬ 
tradictions 55 55 

The extreme blond is inclined to be optimistic, 
the extreme brunet pessimistic, but the red-haired 
is both—one thing today, the other tomorrow, 
and each extreme at the time. 

The red-haired is not half-way about anything. 
He may go to opposite extremes of the same mood 
all in the same hour, but he will " go the limit ” 



YOUR PERSONALITY 


199 


both times. He is like a pendulum—never slowing 
down near the middle but swinging to the extreme 
point with each oscillation. 

The red-haired, because they combine so many 
of the best and so few of the worst qualities of each 
of the other types, have the most spontaneous 
personalities. They can and do get almost anything 
out of life they desire. Cleopatra, the most powerful 
female personality of antiquity, belonged, so the 
historians agree, to this red-haired type—freckles 
and all 53 53 

At the close of this chapter you will find a chart 
showing how the characteristics of the red-haired 
vibrate between those of the extreme blond and 
extreme brunet. In it you will get a list of the main 
characteristics of all red-haired men and women. 

Law of Titian Combinations 
Because the red-haired or Titian type is a cross, 
physiologically, between the extreme blond and 
the extreme brunet, he is also a cross between them 
psychologically, and invariably exhibits those 
contradictions as the outstanding marks of his 
personality 53 53 

Whenever a Titian has a long, high-bridged 
nose and blue eyes, he will tend more to blond 



BRUNETS 


Inactive 
Pessimistic — 
Cautious 
Spiritual ——= 
Specializing 
Likes Details 
Executing — 
Prudent 
Unchanging 


Emotional 
Retiring 
Constant - 


Revengeful —— 
Submissive 
Unadaptable 
Slowly Angered 


Wants Affection- 


Theoretical - 


TITIANS 

(For traits of red-haired follow the arrow) 


BLONDS 




r Optimistic 


Material 


Dislikes Details 


—t Planning 
> Speculative 
* Changeable 
Unemotional 
— Aggressive 
— 7 Flirtatious 


^ Impatient 

- j Forgiving 

> Dominating 
s —^ Adaptable 
^Quickly Angered 
——^ — Resilient 
—.Wants Applause 
^— Versatile 

-Practical 


55 






YOUR PERSONALITY 


201 


characteristics; but whenever he has a low, short, 
sway-back nose and brown eyes, he will tend more 
to brunet characteristics . 

Profile, being more significant than color, 
comes before color in analyzing personality. The 
color of the Titian’s eyes are next in importance to 
profile—blue eyes with red hair indicates a leaning 
to the blond , and brown eyes with red hair a leaning 
toward the brunet. 

Characteristics According to Color 
Bear in mind that color is not the most vital 
external index—body, head, hand and profile 
being of greater significance. 

Other things being equal , however, you will always 
find the main differences between blonds, brunets 
and Titians, as shown in Chart 55. 

Three men of the same body , head , hand 
and profile shapes, but one an extreme blond, 
one an extreme brunet and the other extremely 
red-haired, would differ in exactly the ways set 
down in Chart 55. 

But the red-haired person with brown eyes 
will tend more to the qualities in the left column 
of Chart 55, and the red-haired with blue eyes 
more to those in the right hand column. 







CHAPTER V 


External Indications of A 
Long or Short Life 

Part One 


ONG life, though possible to 
the great majority, is achieved 
only by the smallest minority 
of human beings. Most people 
are committing suicide by 
inches through wrong habits 
of living, when they could 
prolong life far beyond three 
score and ten by the right 
habits 55 55 

The methods by which this can be done are 
simple, workable, reasonable, and pleasant. They 
are now being used by thousands of up-to-date 
men and women, and many of them have been 
used, consciously or unconsciously, by every person 
who lived to great age. 

A long, useful life depends on two elements— 
heredity and habits. Nature gives you a good or 
a poor start, and this is half your battle. 
















204 


HOW TO REALIZE ON 


Everything points to the fact that Nature 
does her part in the vast majority of cases. It is 
man who falls down. 

Even in those cases where Nature has failed 
to give us certain ingredients up to par, we can 
improve, cultivate, develop and protect them 
till the damage they do to our chances of lon¬ 
gevity is very much decreased. Often, in fact, a 
slight deficiency in some direction is actually the 
cause of a man’s long life, the consciousness of 
this deficiency compelling him to take better care 
of himself in that direction than those fully 
equipped, and thus to outlive them. 

Signs of Long Life 

Any deficiencies or extras in the kit Nature fur¬ 
nished you are discernible by your external appear¬ 
ance 53 53 

In order that you may measure your own 
equipment and detect the weakest places which 
you need to strengthen, we give below the indica¬ 
tions of deficiency and development in those 
physiological systems which are the strategic points 
and whose force and functioning most vitally affect 
the length of your life. 



YOUR PERSONALITY 


205 


Vitality and Longevity 

Self-preservation, the first law of every organism, 
depends more upon nutrition than upon anything 
else. The foremost need, (therefore, the first demand) 
of every creature, is for food. Upon food we build 
vitality , that magic something which measures not 
only the quantity but the quality of life itself. 

So the most significant sign of long or short 
life is seen in the Vitality Section of the face. This 
section is that part of the face below the conjunction 
of the nose with the upper lip. See Chart 56. If 
this section comprises more than a third of the 
length of the entire face from the hair line to the 
chin, that person has a very good chance for a 
long life 53 53 

Signs of Great Vitality 

If the Vitality Section is both long and wide, as 
in Chart 56, Fig. A, that person has a splendid 
chance for an extremely long life. 

But it is a deplorable fact that such a man 
usually misuses this wonderful mechanism till it 
causes disease and death. The urge to satisfy such 
an over-developed stomach system is so great that 
he is constantly tempted to overload it. His enjoy¬ 
ment of food is so intense, the pleasure of assimila- 















YOUR PERSONALITY 


207 


tion so keen, he labors continuously under this 
practically irresistible temptation. Thus he over¬ 
taxes all his vital organs. 

So this man to whom Nature has presented her 
greatest long-life ingredient often dies young. Her 
laws are inexorable, and when you violate them 
or abuse any of the powers she has given you, you 
must pay the penalty. 

This is also another illustration of the fact that 
all extremes are bad —even good ones. 

This man with the long, wide Vitality Section 
(see Chart 56, Fig. A) can live to a remarkable age 
if he will but keep down the quantity of his food. 
He need not be restricted as to quality or kind. No 
foods “disagree” with him. He can eat, digest and 
enjoy almost anything. But he must control his 
eating 53 53 

Signs of Deficient Vitality 
When you see a man whose Vitality Section is 
deficient, as in Chart 56, Fig. B, you are looking 
at one who has an under-developed stomach 
system and who therefore has a smaller natural 
chance for long life than the man described above. 
But he can and often does outlive the other by 
undereating and by giving his stomach only those 









YOUR PERSONALITY 


209 


foods he can assimilate easily 5S The less food we 
eat the less poison we put into the body and the 
less housecleaning is required of the eliminating 
systems. The man with a small stomach system 
often unknowingly adds years to his life by pre¬ 
venting this wear and tear. 

The Sturdy Personality 

The sturdiness of a flower—its ability to with¬ 
stand wind and weather and to draw life-giving sap 
from the main plant into itself—depends very 
largely upon the sturdiness of its stem. 

Go out into your garden after a storm and you 
will find some of the slender-stemmed blossoms 
whipped off the stalks, but the thick-stemmed 
ones will be undamaged. 

Your neck is this stem. Any human being’s 
inborn physical sturdiness is in proportion to the 
sturdiness of his neck. By this we mean its size, 
muscularity and strength as compared with his 
body as a whole. 

Significance of a Sturdy Neck 
If you have a sturdy neck like that shown in Chart 
57, Fig. A, you have a correspondingly good 
chance of long life. You will have more endurance, 







YOUR PERSONALITY 


211 


a stronger general constitution than you would 
have otherwise; and various inherent defences 
against disease, exposure, overwork and strain. 

Significance of a Frail Neck 
A frail neck is one which is thin, long and narrow 
compared to the general bodily thickness. Such a 
neck is shown in Chart 57, Fig. B. 

Any person with this neck has a naturally 
frail constitution. He may be well, and certainly 
he can learn how to keep well, but he will never 
possess the capacity for strenuous labor which the 
man above has. 

People with long, slender necks often have 
great moral endurance, but they never have as 
much physical endurance as the short-sturdy-necked 
people. This frail-necked man should guard against 
overwork, overstrain and exposure. 

The Energetic Breather 

Man’s three kinds of food are eatables, water and 
air. Take any one of these away and he dies. 

Just as some men are born with larger-than- 
average stomachs, others are born with larger-than- 
average lungs S& S3 

The mouth, being the initial point of the stom- 







YOUR PERSONALITY 


213 


ach system, reflects by its own size the size of the 
whole assimilative apparatus . The nose, being the 
entrance and exit for the lungs, tells us much 
about the force and functioning of your breathing 
system 53 53 

As we have explained previously, if you have a 
long , high-bridged , voidc-nostrilled nose like that 
shown in Chart 58, Fig. A, you have larger, more 
powerful lungs than you would otherwise have. 
This will not only add to your chances of long life 
but give you more energy , endurance and enthusiasm . 

The Deficient Breather 

If you have a small , short nose with narrow nostrils 
—a pinched nose—like that in Chart 58, Fig. B, 
you should practise deep breathing, be careful of 
ventilation and walk much in the open air. If you 
will make these part of your daily habits and avoid 
very cold climates you can lengthen your life by 
many years. 


The Outdoor Man 

Any person with a long , narrow face and high cheek 
bones , like the man in Chart 59, Fig. A, is essentially 
an outdoor man. He belongs to the open and knows 
it so well he usually stays there. You will seldom 



214 


HOW TO REALIZE ON 


see this type of man leading a sedentary life or 
tied to a desk. 

He is the typical scout, frontiersman, stock- 
raiser, lumberman, rancher and cowboy. Almost 
without exception the professional guides in the 
Alps, Rockies, Sahara Desert and Grand Canyon 
are men with this angular, long-lined, high cheek¬ 
boned face. 

When men with this long, irregular face spend 
their lives in “the great open places” they live to 
old age, but usually die young if confined to four 
walls. It is another interesting fact that this is the 
general outline of the faces of the worlds golf and 
tennis champions. 

The Indoor Type 

We all live too much in houses. But there is one man 
who suffers less from it than any other and who 
can have very long life despite its being an indoor 
one. That is the round-faced , round-featured man 
shown in Chart 59, Fig. B. 

This man gets his round face and features from 
centuries of house-dwelling ancestors, and is thus 
better adapted at birth to this environment than 
the long-faced man, who is a harking back to his 
outdoor ancestors. 



YOUR PERSONALITY 


215 


Whereas the long-faced man with the high 
cheek bones does n’t feel right unless he “ gets out 
into the air” or exercises part of each day, this 
round-faced, round-featured one can retain his 
health and youth surprisingly without these things. 
But he should be sure that his rooms are filled 
with fresh air . 

Chews His Food 

Because mastication is the first stage in the process 
of digestion, it has an important bearing upon 
health and hence upon longevity. Proper mastica¬ 
tion is easy only to the man who has a fairly large 
mouthful of teeth slanting slightly inward . 

This slightly inward slant is necessary to the 
fine grinding which all food should have before it 
is sent into the stomach. A good illustration of 
this large mouth with firm, inward-slanting teeth 
is shown in Chart 60, Fig. A. 

The Outstanding Teeth 

But the man shown in Chart 60, Fig. B, has a small 
mouth and his teeth slant outward —a condition 
which makes it difficult for him fully to masticate 
his food. So he swallows much of it without proper 
chewing and therefore minus the necessary saliva. 



Teeth slanting 
slightly inward 

PROPER MASTICATION 
of food 










YOUR PERSONALITY 


217 


This man always has the equivalent of the 
“hurried meals” which American doctors have 
declared are responsible for the early death of so 
many business men. 

Seeing the Funny Side 

And now comes a mental trait which can add or 
subtract decades from your life. This is that much 
underestimated “ sense of humor.” 

Almost everything has a funny side, just as a 
side which isn’t. You will always find whichever 
one you are looking for. Whether you habitually 
have your eye out for sadness or gladness is one of 
the surest signs of a long life or a short one; for 
every thought you think, not to mention habitual 
mental attitudes, either lengthens or shortens 
your life. 

The ability to see the funny side, the tendency 
to find the “ silver lining,” sweetens and stimulates 
the physiological processes—another illustration 
of the interdependence of psychology and biology. 

But the tendency to look at the dark side of 
things poisons all the physiological processes, 
puckers up your insides just as it wrinkles your 
face, slows down and drags down the tone of your 
whole personality. By so doing it not only shortens 




Upper corners 
on his forehead 


The Natural 
HUMORIST 


INo corners 
on his forehead 


The Natural 
REALIST 







YOUR PERSONALITY 


219 


your life but shortens your chances for happiness 
while you are alive. 

The "Humor Bumps” 

Although bumps seldom tell much about people, 
there are two bumps that mean something. They 
are the bumps or top corners of the forehead. See 
Chart 61, Fig. A. 

This man is a “ born humorist.” He could see 
something funny in his own funeral. But the man 
in Fig. B is so devoid of the sense of humor that 
he can’t even see how funny he is himself. He sees 
everything in the concrete—no hidden potentiali¬ 
ties, no quirks, nothing but the surface. 



How To Make People Like You 

Part Two 

R opportunities in life all come, directly 
indirectly, through, from, by or with 
er people . 

The roadway of your life is a toll road, 
with all the people you meet, know or associate 
with holding the keys to the toll gates through 
which you must pass to your goal. 

The surest way to make them delay you, 
block your way or refuse to let you through their 
particular gates is to have the antagonistic person¬ 
ality which makes them dislike you. 

The next worst thing is to have so colorless a 
personality that they are indifferent to you. 

The best is to develop the magnetic personality 
that makes them like you. Then they will help you 
through their gates by recommending you to others 
and giving you chances, openings, promotions and 
other advantages—all of which will so facilitate 
your progress that you will cover much more 
ground in a much shorter time, and some day 
arrive 53 33 







YOUR PERSONALITY 


221 


The Law of Popularity 

To make people like you, you must let them do 
what they like in the toay they like to do it. 

Every person you meet belongs predominantly 
to one of the five human types, and each one of 
these types has definite likes and dislikes, different 
from any of the other four. His bodily structure 
tells the fundamentals of his nature , with which we 
have dealt fully in our course on “ The Five Human 
Types.” But it is the face of each individual that 
tells the traits of his personality . 

The Five Personalities 

In determining to which type of personality any 
individual belongs, and to know what his likes and 
dislikes are, decide which one of these five faces his 
face most resembles. 

He will be of that particular personality in 
proportion as his face resembles that particular 
face 55 55 

If his face is a combination of any two of these 
faces, his personality will likewise be a combination. 

The Easy-going Personality 
In Chart 62, Fig. A, you will find an extreme 
example of the Amiable Personality. Such a person- 




The RESPONSIVE 







YOUR PERSONALITY 


223 


ality likes lots of rich food , soft beds , easy chairs , 
jolly company—the comforts and good things of life. 
These are the things he wants most. 

Every person who has babyish features, a “moon- 
face or double chins belongs largely to this personality. 

Remember, again, that what makes us like 
people is their letting our machines run as they 
were built to be run; and that what makes us 
dislike people quicker than anything else is their 
attempts to make our machines run some other 
way—to make us do things we do not “take to” 
ourselves S3 

So to make this particular personality like 
you, give him these things he likes when you are 
associating with him, working with him or enter¬ 
taining him. 

The things he dislikes most are “ologies,” 
strenuous work or exercise , grouches and over- 
serious people. See that you spare him these. 

Dont try to make him or any other person over , 
no matter how much you think you ought to; and no 
matter how much you think “it would do him good ” 

If this man is your employee, have him sell 
things or supervise the work of other employees. 
If he is your boss, the quickest way to make a hit 
with him is to wait on him, anticipate his wants. 



224 


HOW TO REALIZE ON 


have his comforts as near to his hand as possible 
—make his life easy for him, save him steps and 
strenuosity 53 53 

Opportunities vs. Opposition 
So complex is the mind that we are conscious of 
only a small percentage of the processes by which 
we arrive at conclusions. We imagine we decide 
matters according to their merits and for the 
reasons we assign. 

But the fact is that many of our decisions are 
made first by the subconscious mind, it being 
influenced toward these particular decisions by 
things of which we are not consciously aware at all. 

Your dislike for a man after a few moments 
or hours in his company may be due to very 
obvious unpleasantnesses in his personality — 
things so glaring that any one would be repelled 
by them. But in countless other instances you 
dislike a man for no apparent reason. 

You say, “ I don’t know why, but I do not 
like him,” or you may not even admit to yourself 
that you do not like him. But if next day when a 
promotion to which this man is entitled and for 
which he is fitted comes to you for decision, you 
prefer to give it to another without knowing why; 



YOUR PERSONALITY 


225 


it is because somehow this man’s conversation, 
manner, or presence thrusts you into doing or say¬ 
ing something your particular temperament does 
not like to do or say—always an unpleasant 
thing, and this unpleasantness connects itself 
with him in the form of dislike. 

Other things being equal, we give the best 
chances to people who allow us to express our 
own temperament unhampered. Those who interfere 
with our temperamental trends in any way, cause 
inhibitions in us which often prevent our giving 
them even the opportunities they have fully earned. 

A Case in Point 

A striking illustration of this was brought to our 
attention recently by a San Diego woman who 
found in Human Analysis the explanation of what 
was once a sad disappointment. 

“ I often read stories like this in the magazines,” 
she said, " and I know just how they feel. I married 
a young salesman. He liked his work and went 
straight to the top of the list in his district. He 
was in line for the next promotion and was, as 
we knew, being seriously considered for it, when 
the district manager wrote he was coming to San 
Diego for a day’s visit. 



226 


HOW TO REALIZE ON 


“ I was, like most young wives, desperately 
determined to be a helpmeet. So we planned 
that I should give the day to helping entertain 
him. We met him at the train—and oh, how I 
wish I had known then what I know now about 
fat men! But I did n’t—so we gave him the kind 
of a day toe would have enjoyed in his place—‘ do 
as you would be done by/ you know. We are 
both very tall and love hikes. 

“ From the train we took him for a nice long 
walk—about seven miles—to the cliff at Point 
Loma, from which one gets a most glorious view! 
He didn’t seem interested, but I didn’t know 
why then. 

“ From there we took him to the golf links for 
the afternoon. He didn’t know anything about the 
game, but we thought he’d enjoy it if he’d learn 
(my husband loves it!). He did n’t appear enthusi¬ 
astic, but nobody ever does right at first, you know. 

“In the glow of the later afternoon we all 
walked home—going around the long way so as 
to enjoy the sunset. I didn’t have much of a 
dinner—we had decided it would be more courteous 
for me to entertain him than spend the afternoon 
at home cooking! My husband and I do not care 
much for food, anyway. But we had a nice salad 



YOUR PERSONALITY 


227 


and a new dessert and some of my home-made 
jelly. And he certainly liked it—so much so I had 
to bring on a second glass and another plate of 
bread! 55 55 

** After dinner we took a street car and saw 
him off for the East. We supposed we had made a 
hit. But my husband did not get that promotion. 

“ I have often wished, since we studied Human 
Analysis, that we could live that day over! We’d 
take that two-hundred-pounder to the U. S. 
Grant hotel for luncheon, show him all the ‘views' 
from the tonneau of a touring car, and give him 
a home-cooked turkey for dinner!" 

The Responsive Personality 
In Fig. B, Chart 62, you will see an extreme 
example of the Responsive Personality. Every 
person whose face more nearly resembles these 
outlines than those of the other four will have a 
personality that more nearly resembles the one 
here described. 

Any person whose face is widest and longest 
through the nose section , whose color is vivid , or who 
has a long , high-bridged nose , will have these traits 
definitely marked in his personality. 

Such a person likes a chance to shine , to express 



228 


HOW TO REALIZE ON 


himself before others; he likes responsive people, and 
above all, change, variety and novelty. 

If you wish to win him give him the center of 
the stage and let him go to it. When working with 
him be quick* when talking with him be brief. 
When he is talking to you be responsive, when 
entertaining him give him something new, novel, 
different —vaudeville or very fascinating company. 
Let him take the flirt in to dinner. 

The things he dislikes most are routine, 
monotony, schedules, hard and fast rules, details and 
responsibility. The kinds of people he most dis¬ 
likes are the slow, the ponderous, the technical, the 
precise, the methodical. 

If this man is your guest, see that things are 
lively or let him make them so. If he is your 
employee, don’t pin him down to fine business 
details or shut him away from other workers. 
He does his best work with people, is extremely 
gregarious, and can get you more business by 
mingling with people than by handling things. 

If he is your boss, remember he is a man of 
lightning-like changes of mood, and try to meet 
each one as it comes. Respond to his gladness, 
sadness, worries and plans. As between sticking 
to your bookkeeping and letting him use you to 



YOUR PERSONALITY 


229 


explode to, take the latter. He will forgive your 
being a little behind in your work but not your 
lack of response. 

Another Instance 

A man of middle age told us this story: “ I sur¬ 
rendered the best opportunity I ever had—one 
that would have made the difference for me 
between failure and success—because I could not 
adapt myself to a few elements in it. 

" When my father died an old friend of his out 
West invited me to visit him. I admired him 
immensely. He was one of those raw-boned ranchers 
you see so often out there — a little uncouth, 
but straightforward as the day, and a rich man. 

" ‘ I have no relatives and have had few close 
friends, he finally told me. * Your father was the 
best friend I ever had. So if you like it here and 
stay with me you may have this ranch and every¬ 
thing on it when I have to leave it/ 

“ I tried for two years, with all my might and 
main, to accustom myself to that environment and 
the work I had to do. But I could not. I longed for 
friends and associates—the nearest neighbors were 
twelve miles away. The loneliness was unbearable, 
though nobody else on the ranch seemed to mind it. 



230 HOW TO REALIZE ON 


“ My work was not hard like that of the other 
fellows. I was the bookkeeper. My hours were 
short and the salary out of all proportion to what 
I earned. But Mr. Watson was a stickler for 
system. Everything had to be done a certain way, 
at a certain time. Routine and schedule governed 
everything on the ranch, and most of all the 
bookkeeping 53 53 

“ I finally had to leave and return to the city 
where I could be with people and find work where 
I was not pinned down to monotony. But he never 
understood why I had to do it and never forgave 
me. I did n’t understand it myself till now.” 

The Strenuous Personality 
In Fig. C, Chart 62, you see an extreme example 
of the Strenuous Personality. The outstanding 
element of this personality is the squareness of 
the face. 

Any person who has a square face or a square 
jau) and a straight , firm mouth belongs predomi¬ 
nantly to this type of personality, and these are 
the things such a one will always like best. 

Physical activity , work to do, a scrap once in a 
while , strenuous sports and common , everyday folks . 

When working with him don’t try to hold him 



YOUR PERSONALITY 


231 


back, give him plenty to do, preferably out of 
doors. When playing with him you had better be 
ready for violent exercise, hard and fast games, 
walking, swimming, prize fights and ball games. 

When entertaining him be “as common as 
an old shoe.” Putting on airs with this man is 
fatal. He is “the common people” epitomized and 
all his activities and viewpoints are theirs. If you 
will give him “meat and potatoes” you can forget 
the soup, salads and desserts. 

If he is your employee give him the hard work 
to do but don’t boss him too much. He is easily 
antagonized, fights back, talks back and shows 
his pugnacity on slight provocation. 

If he is your boss see that you don’t shirk. 
He is incapable of this himself and can’t under¬ 
stand it in others. Don’t make the mistake of 
thinking because he is democratic and treats you 
as an equal you can give him slipshod service. 
He will take his office boy with him to lunch and 
treat him like a son, but woe unto that boy if he 
tries to “ put anything over on him.” 

A Strenuous Woman’s Story 
“ I lost a good friend a few years ago,” said a fat 
woman, “ and now I know why. She had a square 



232 


HOW TO REALIZE ON 


face like this strenuous personality. We worked 
in the same office and became fond of each other. 

“ Then we did a fatal thing—planned to spend 
our vacation together. Ever since then I Ve said 
some day there *d be a law preventing people of 
different types from going on vacations together, 
for one or the other is unhappy all the time. Both 
of us were. I weighed a hundred and eighty and 
she a hundred and eight. 

“ We picked a nice little hotel by the beach. 
I liked the porch and good meals and jolly com¬ 
pany. She slighted the company, swallowed her 
food in about two minutes and was eternally 
going into the surf and begging me to do so. 
After the first plunge I didn’t care much about 
it—such a lot of bother dressing and undressing, 
drying your hair and everything!—but she did n’t 
mind it. 

“So we see-sawed back and forth the whole 
two weeks. When she was not swimming she 
was rowing, surf-boarding, sailing or deep-sea 
fishing—and beseeching me to come along. When 
I did I had a horrid time, for I dislike violent 
exertion, and when I didn’t I had an equally 
horrid time because I had disappointed her. 

“ She felt the same way. Neither saw the 



YOUR PERSONALITY 


233 


other's viewpoint and neither could quite over¬ 
look what appeared to be indifference and dis¬ 
courtesy on the part of the other. After we returned 
we drifted apart. And I was sorry to lose her. 
She was a fine girl/* 

The Immovable Personality 
You are acquainted with the person who does not 
enthuse over anything, who seems to go through 
life in an even, uniform tenor; whose feelings seem 
never to get stirred to their depths, who is like a 
pillar in human form—but a very dependable 
pillar in times of stress. 

This man you see in Fig. D, Chart 62, is an 
extreme illustration of this kind of personality. 
The determining factors in this face are its length , 
narrowness and the high cheek bones. 

But any person whose face is extraordinarily 
long for the rest of him will have the traits of this 
personality markedly expressed in his makeup. 

This man is wholly different from any of the 
other personalities shown in this chart. If you 
could stir the first two up together into one per¬ 
sonality it would make a combination of which 
this man is the exact opposite. 

He is not easy-going like the first one. Every- 



234 


HOW TO REALIZE ON 


thing with him must be “ just so.” He is not 
responsive like the second one. You can talk to 
him for an hour without appearing to make the 
least impression on him. 

The things of all others in life which he likes 
best are money , responsibility , recognition of his 
dignity , and the acceptance of his authority . 

When working with him remember he is 
dominating, not very sympathetic, does not 
relent, is methodical, systematic, orderly and 
particular to the point of “ finickiness.” 

He is not open to argument, no matter how 
reasonable your side, if he gets any idea you are 
trying to “ run him.” He is slow to change his 
mind, and the only chance of inducing him to do 
so is to let him think he thought of it first. 

We have heard many long-faced people say, 
“ There is something in me that bristles when¬ 
ever people try to dictate to me. I had rather die 
than give in!” 

When this person is your employee, give him 
definite, important responsibilities, and then keep 
your hands off . Don’t give him work where he has 
to hurry. He does not neglect routine, is always 
on time, and the most dependable, within his limi¬ 
tations, of any personality. 



YOUR PERSONALITY 


235 


When entertaining him, let him do the things 
he has been accustomed to. Don’t introduce any 
new games, new food or flippant people. 

If he is your employer or the head of your 
department, be careful not to antagonize him 
by taking the opposite side, resisting his orders, 
or giving advice. Accept his instructions at the 
time exactly as given, and offer suggestions later. 

The Long-Faced Man’s Experience 
A well-known bank president (with the long face 
of the Immovable Personality) was given a good 
deal of publicity a few years ago when he attempted 
to secure separation from his wife (whose face was 
like that of the Responsive Personality). 

“ All such notoriety is very distasteful to me/’ 
he said, “ and it was largely for this reason that 
I delayed this matter for so many years. My 
wife is a splendid woman. I have the utmost 
respect for her, and am sorry to see her name 
dragged through the newspapers. 

“ But we can no longer live under the same 
roof. I enjoy doing a few things—a very few—and 
with the few old friends I have had for years. 
I intensely dislike meeting, going about with and 
entertaining strangers. My wife loves it, lives for it 



236 


HOW TO REALIZE ON 


and languishes without it. The gay social evenings 
she enjoys and which cheer her up are so boresome 
to me they make me almost ill for days afterward. 

“ The quiet evenings at home which 1 enjoy 
bore her—so there you are. This is all that stands 
between us. But it is enough to put us on different 
planets’* 53 53 

The Impractical Personality 
This man you see in Chart 62, Fig. E, with the 
pointed face, wide forehead and little chin, is the 
Impractical Personality. He is a dreamer, a reader, 
a thinker, often a visionary and always imprac¬ 
tical about money, business, clothes and engage¬ 
ments 53 53 

He is the man who lives in the libraries and 
bookstores, who has forgotten what he had for 
breakfast but who can tell you the history from 
A to Z of whatever branch of literature, science 
or art he is interested in. 

The distinguishing marks of this personality 
are the pointed face and a head which is large for the 
body , delicate jaw , and high , wide forehead. 

But any person who has the high , wide forehead 
is largely of this personality, and his outstanding 
traits will be those described herewith. 



YOUR PERSONALITY 237 


The things this personality asks of life are: 
A chance to read , to get an education to study and 
dream and plan and meditate. He especially likes 
modest , artistic and intellectual friends. 

He dislikes business , show , shallowness , dissipa¬ 
tion and heavy manual labor. 

When entertaining him, talk ideas, history, 
current events, religious, political and industrial 
movements—something other than personal affairs; 
have equally intellectual people there, but not a 
crowd; show him books, and if he loses himself 
behind a newspaper, let him stay there. 

When he is your boss, refuse to take advantage 
of his impracticalities and deliver the goods. Take 
sufficient interest to think out the practical side 
which he neglects and to help him put his busi¬ 
ness on a paying financial basis. 

When he is your employee, give him brain 
work, not heavy hand work, to do, and turn his 
mind loose to work for you, not merely his brawn. 

Encourage and inspire him. It will pay you 
in more ways than one, and often make the 
difference between success and failure for him. 


An Official’s Story 

An ambitious society woman in a Middle Western 



238 


HOW TO REALIZE ON 


city was anxious to secure a high foreign post 
which had to come through a well-known Wash¬ 
ington official. 

Unlike most Washington officials this man 
happened to be a small, modest, intellectual tem¬ 
perament like the one you see pictured under 
“ The Impractical Personality.’* 

He was so favorably impressed by the recom¬ 
mendations and credentials of the woman that 
he sent for her to come to Washington, so that he 
might announce his decision to her in person. But 
her inability to recognize and deal with his person¬ 
ality upon her arrival caused her so to antagonize 
him that she lost the appointment. 

She made the mistake of discussing her mission, 
which was one connected with the relief of starving 
children, wholly from a political and material 
viewpoint, entirely disregarding the spiritual, intel¬ 
lectual and humanitarian elements which rank 
above all others with his kind of personality. 

Making All Personalities Like You 
But there are certain rules which apply equally 
with all types of personality—things that make 
every kind of individual like you better. Here are 
the most important: 



YOUR PERSONALITY 


239 


1. Never express personal hostility, personal 
antagonism or personal opposition. To do this 
successfully, keep them out of your heart. Express 
an interest in the welfare of others and mean it. 

2. Never try to make any other human being 
feel inferior. Do not flatter. But do take the trouble 
to find his superior points and remind him of them. 

This can change your life from failure to 
success, and can help to change many another 
man’s. To do this keep your eyes open for the 
best in each person you meet. You are sure to find 
lots of it. 

3. Never court friends merely for “ what you 
can get out of them.” This is plain graft, and 
besides, does n’t get you anywhere in the long 
run. Approach every relationship with the deter¬ 
mination to be fair, square, and to give at least a 
little more than you get. 

4. Rid your mind of envy , jealousy, covetousness. 
They are the deadliest of poisons. They will 
wither your heart, corrode your soul and inevitably, 
even though indirectly, ruin your life. 

Strive to be truly glad of the happiness, suc¬ 
cesses and triumphs of others. It is not the only 
one decent thing to do, but is the only way you will 



240 


HOW TO REALIZE ON 


ever grow big enough to have these blessings 
yourself 53 53 

5. Never nurse a grudge. Stop giving your 
rarest gifts—your thoughts—to your enemies. 
When you do this you are feeding slow poison to 
yourself. Forget that you ever had an unpleasant 
experience and let your friends forget it. 

6. Don’t be stubborn even when you are right. 
Being mulish in your rightness makes it half wrong. 
Be approachable, adaptable, big enough to over¬ 
look differences and disagreements. 

7. Do not cultivate curiosity about other 
people’s affairs. Spend your time making some¬ 
thing of your own affairs. Otherwise you won’t 
have any that are worth while. 

8. Eliminate conceit. No really big person ever 
thought he was better than other people. Express 
self-confidence but show that you know there is 
still much for you to do before you are perfect. 

9. Do not “run after’’ people. Make yourself 
so attractive they will run after you. But do your 
part—go half way. 

10. Don’t do too much for people. It is sad but 
true that this makes them feel under such deep 



YOUR PERSONALITY 


241 


obligation that their egos can not stand it. Every¬ 
thing you do beyond a certain point for any person 
is an insult and humiliation to his ego and he 
eventually resents it. 

Every person craves to stand on his own feet, 
and the most you can do is to help him to help 
himself 53 53 

11. Never betray an unkind secret, even though 
you have stumbled on it accidentally. 

12. Don’t show supersensitiveness, and don’t 
be a self-pi tier. Herbert Kauffman says, " The 
self-pitier is like a man picking a sore.” Only the 
most selfish pity themselves. 

Be sufficiently interested in others that you 
don’t have time to give that much concentration 
to your own selfish interests. Don’t have an ingrow¬ 
ing mind. 

13. Last but most: Whenever you are in doubt 
remember there is one infallible rule for deserving 
and winning and keeping the love of others Do 
unto them as you would be done by! 





















































CHAPTER VI 


Making Your Personality 
Increase Your Income 


Part One 


How to Know Your Own Capabilities 

EGARDLESS of whether you 
are seeking a new position or 
a raise of salary in your 
present one, you should know 
what are the weak and strong 
points of your personality, 
and how your personality as 
a whole affects those who come 
in contact with you. 

You should know whether 
you are the kind of personality meant to direct 
others , be directed by others, or the kind that can 
do neither but must work alone. 

You should also know whether your person¬ 
ality is an asset or a liability; what kinds of things 
you constantly tend to do which hurt your chances; 





















YOUR PERSONALITY 


245 


and what you can do to increase those chances 
legitimately, and along the lines of your greatest 
capacities 53 53 

What the Front Face Tells 
The front face of every person tells all these things 
instantly to the student of Human Analysis. 
Slangy as it may be to refer to a man’s face as a 
" map,” that is literally what it is. 

To him who knows how to read faces it is the 
map showing just what roads he tends to travel 
day by day, what roads he has traveled, the 
direction in which he is going, and about what 
his destination will be. 

The Normal Face 

The normal human face divides itself into three 
equal parts. See Chart 63, Sections A, B, C. 

A is the Mentality Section, and extends from 
the hair line to the eyebrow. 

B is the Energy Section, and extends from the 
eyebrow to the place where the nose joins the 
upper lip. 

C is the Directivity Section, and extends from 
where the nose joins the upper lip to the tip of the 
chin 53 53 



246 


HOW TO REALIZE ON 


In this face there is not only the same normal 
height in each section, but a normal width across 
each section. 


What Height Means 

The height , up and down, of any face section 
denotes the persistence with which its owner will 
indulge in the fcW of activities denoted by that 
section 53 53 

To illustrate: If the height, up and down, of a 
man’s Mentality Section is less than its normal 
third, he will persist less than the average man in 
mental activity. If it is more than its normal third 
he will persist more than the average in reading, 
thinking, studying, writing, etc. 

What Width Means 

The width across of any face section denotes the 
force with which its owner will indulge in the 
activities indicated by that section—the power of 
the quality indicated. 

To illustrate: If a man’s energy section is more 
wide across than the normal shown in Chart 63, 
he will have more than average physical energy . 
If it is narrower he will have less than the 
average 53 53 



YOUR PERSONALITY 


247 


The Destructive, Deficient Mentality 
In Chart 64 you see a man whose Mentality 
Section is wider than the average but much lower 
than the average—a wide-low Mentality Section. 

Recalling the laws just stated, we know from 
the great width of his forehead that he thinks in 
terms of force, and brute force at that. 

This is the low forehead of the primitive man , 
combined with the wide forehead of the lion , the 
tiger and other ferocious beasts. We know from 
its little height that he has the ideals of the brute. 

Nothing subtle, symbolic or exquisite appeals 
to him—only the gratification of his instincts. 
This man does not read. Most men of his forehead 
hardly know how to read, for it is almost impossible 
to keep such a boy in school. 

We also know from the little height that what 
thinking he does is intermittent, because he lac\s 
persistence in mental activities; that he thinks 
only of instinctive things, and then only at inter¬ 
vals 55 55 

This man takes it all out in feeling . Thinking 
and feeling are entirely different things, and are 
so opposed to each other that deep emotion and 
deep concentration—intense feeling and intense 
thinking— can not be carried on at the same time . 




Wide-low Mentality Section 


DEFICIENT, DESTRUCTIVE 


Mentality 











your personality 


249 


One is a matter of instinct, the other of intel- 
lect S3 S3 

This man with the very wide, very low fore¬ 
head is no thinker, but a j feeler who indulges in 
the most terrific and brutal emotions, thought¬ 
lessly, madly, as does the enraged animal. Any¬ 
thing that stands in his way is attacked with blind, 
terrible and unthinking force. 

He has a deficient and destructive mentality — 
the kind that makes for unpremeditated violence. 
You will be interested to recognize here the fore¬ 
head oftenest seen on the most brutal murderers. 

Work For This Personality 
Any person who has this wide-low Mentality 
Section must confine himself to work which 
requires little thinking, no reading or studying, 
and no great reasoning power. 

If you are the employer of such a personality, 
keep him at work which can be done the same 
way over and over, for he can not learn new ways 
or rise to emergencies. Be direct with him. He does 
not “get” indirect suggestions or impressions. 
Tell him exactly what is to be done, see that he 
knows exactly how to do it, then don’t expect 
him to make improvements. 











YOUR PERSONALITY 


251 


See that he is not compelled to work with 
people he dislikes, for his hatreds are furious and 
often fatal. 

It is needless to state what you should do if 
you have this deficient, destructive mentality, 
for students of such courses as this never have 
this type of forehead while those who do would 
never read it. 

The Intermittent Worker 
The man you see in Chart 65 has wider-than- 
normal Energy Section, but it is much lower than 
the average. It is a wide-short section. 

Remembering the fact that width across means 
power of any quality, and height up and down 
means persistence in the activities of that quality, 
we know that this man is one who has much 
actual , physical power but that he lacks persistence 
in applying it. 

He does not tire easily and there is no physical 
reason for his not sticking to his work. But that 
short nose section always indicates immaturity , 
and like the child that he is, he must be watched 
or he will not persist in his task. 

The best extreme example of this short-wide 
nose section is seen in the American negro, and 



252 


HOW TO REALIZE ON 


it accounts for the fact that you have got to keep 
at him to keep him at work. He may start in ever 
so well, but as soon as supervision is removed he 
gets languid and dawdles along. 

This man does not necessarily mean any harm. 
He does not usually intend to defraud his employer. 
He simply lacks the faculty of persisting in 
strenuous work. 

If you have this very short-wide nose section 
yourself, realize that it is just these tendencies 
that have stood in the way of your promotion, 
that have prevented the raises in salary you 
desired and have jeopardized your best chances. 

Increasing one’s income is not difficult. But 
you must do two things if you expect to increase 
yours 53 53 

First, you must admit the weaknesses which 
accompany your particular type of personality. 
It is not necessary to admit these to others nor 
shout them from the housetops. Just sit down 
quietly alone with your very own self and look 
yourself square in the eye. Don’t depreciate your¬ 
self, don’t blame yourself—you did n’t create 
yourself, you know. But do be honest with your¬ 
self 53 53 

When you have admitted the weaknesses, as 



YOUR PERSONALITY 


253 


shown in your front face, analyze your strong 
points, as indicated by your face. Then seek the 
work, the vocation, the environment, the kind 
of human endeavor which will call for these 
qualities where you are strongest. 

Refuse to accept substitutes . Find your work, 
your place , yourself . 

When you do, you will accomplish so much 
you can ask your own price and get it. And you 
will not only get it—you will enjoy it, for you will 
be doing what you were meant to do, easily, 
happily, successfully. 

If you have this wide-short Energy Section, 
stay out of all positions which demand long hours 
of physical work at one thing . You have plenty of 
physical strength and can work long and well, 
provided there is change in the of work . Select 
work that gives you a variety of duties, none of 
them of long duration and of several varieties. 

Choose the vocation suited to your type , but 
choose the particular branch of that vocation 
suited to your personality . 

For instance, your type may show that you 
were meant for a doctor, but if you have this 
very wide-short Energy Section you will succeed 
much better as a general practitioner (where you 




Long-wide 
Directivity Section 


Works best 
OVER Others 


Short-narrow 
Directivity Section 


Works best 
UNDER Others 

















YOUR PERSONALITY 


255 


can see many different patients each day in many 
different places and deal with many different kinds 
of ailments) than as a specialist, where you would 
see only a few and deal with but one of 

malady 55 55 

This is only one of hundreds of illustrations 
that might be used here, but is sufficient to show 
you what we mean. No matter what line you 
choose, enter the particular subdivision which 
fulfills these requirements if you expect to make 
it pay. 

The Directivity Section 

All personalities can be divided into three general 
classes according to the amount and kind of their 
directivity qualities, as follows: 

Those who dominate others. 

Those who are dominated by others. 

Those who do neither, but are self-directing. 

The lower third of your face tells to which of 
these classes you belong. 

The man who has a long-wide Directivity 
Section, like the one shown in Chart 66, Fig. A 
is extreme both in the power and persistence of his 
directivity qualities. He is inclined to domineer 














YOUR PERSONALITY 


257 


over other people whenever he gets the chance. 
Such a man enjoys 44 bossing the job,” revels in 
the power to make people do what he says in just 
the way he says. 

Because this jaw is so primitive as to be rarely 
combined with a high grade of intelligence, he 
seldom has any really big establishment or institu¬ 
tion under him. He is oftenest found in the position 
of gang boss over foreign workmen, such as ditch- 
diggers and other manual workers—and these 
are the kinds of positions in which he can be most 
successful 53 53 

He makes a good policeman and is in his 
element as a traffic cop where he can make more 
important people obey his slightest commands. 

He enjoys tyrannizing over his 44 women folks,” 
who give him obedience or not in accordance with 
their own types, but seldom give him love. If he 
marries the type of personality shown in Fig. B, 
she will submit without much trouble; if she is of 
the type shown in Chart 67, Fig. A, she will out¬ 
wardly yield but inwardly resent his domination; 
but if he marries one with a jaw like his own she 
will smash up the furniture in her efforts to do 
the domineering herself, and usually separate 
from him. 



258 


HOW TO REALIZE ON 


Three Kinds of Positions 
All positions in the business and professional 
world fall into these three general classes of work: 

Where you direct others; 

Where you are directed by others; 

Where you are neither under nor over any 
one, but work independently . 

The lower third of your face tells which one 
one of these your particular type of personality 
is best suited to. 

Must Direct Others 

As just stated, the man in Chart 66, Fig. A, belongs 
in those positions where he can boss others, but 
must always be in work where those under him 
possess even less intellect than himself, or he will 
not be successful. 

Since all great concerns and institutions are 
under the direction of one guiding head, it follows 
that there are brainy men who do have long-wide 
Directivity Sections, and this is exactly what we 
find in all such men. 

But their Directivity Sections are never as 
extreme in width and length, compared to the other 
facial sections, as the one shown in Chart 66, Fig. A. 



YOUR PERSONALITY 


259 


The big directing personalities always approximate 
more the lower section shown in Chart 70. 

This man in Chart 66, Fig. A, has not enough 
upper third to balance his lower third, and his 
domination qualities are so extreme that none but 
the lower grades of people work well under him. 

Must Be Directed 

The man shown in Chart 66, Fig. B, is the exact 
opposite of the one in Fig. A. This man must be 
in work where he is directed by others. He not 
only prefers to be told what work you want done 
but enjoys being free of responsibility. 

Instead of wishing to direct others he dislikes 
it, and is never a good “ driver” of subordinates. 
Therefore, he should never be placed over others. 
He is too sensitive, too aware of their point of 
view. Under no conditions is he ever a good boss. 

If you have this lower face yourself, your big 
chance lies in not attempting to manage or drive 
others, but in making yourself indispensable to 
those above you. 

Such an employee is often worth as much to 
his employer as though he were the head of a 
department 53 53 

But he seldom gets it for he is too modest to 



260 


HOW TO REALIZE ON 


push himself. His hope lies in organizing his worth 
and capitalizing it with his employer. He should 
cultivate self-confidence. 

Works Best Alone 

The type of personality you see in Chart 67, Fig. A, 
with the long-narrow Directivity Section is that 
of the man who does his best work independently 
and away from other people. 

This man has extreme self-direction. He must 
do things “ his way,” and he always knows just 
what that way is. It is almost impossible for this 
man to subordinate himself to others, even 
temporarily. So he should not work under others. 
He is unadaptable, immovable, “ set” in his ideas 
and methods. 

But he has no such desire to dominate others 
as has the man in Chart 66, Fig. A. This man in 
Chart 67, Fig. A, lets other people alone and 
demands that they let him equally alone. He 
likes to plan out his own work, carry out his own 
work, with no interference from others and with¬ 
out the bother of depending on others. 

In short, he is independent , self-sufficient , self- 
diyecting 53 53 

Because he dislikes depending on anybody 



YOUR PERSONALITY 


261 


for anything and because he is the sort that can 
not palaver but is inclined to few words, he 
should not seek any position where these things 
are demanded of him. 

If you have this long-narrow Directivity 
Section, find work that suits your particular 
abilities and tastes and then choose some branch 
of that work which will permit of your working out 
your own salvation. 

Since this man is usually a combination of the 
Outdoor Man” and the “Immovable Person¬ 
ality, he usually belongs in out-door occupations, 
but in any event he should be in business for 
himself, even though it be a small one. He should 
own and control his services and equipment, and 
have few or no employees. 

You will be deeply interested, again, to see 
how most of the men in your town with faces like 
this have their own business, and no matter how 
small, prefer them to larger ones that would 
demand giving or taking orders. 

Self-Direction But Lacks Persistence 
The man in Chart 67, Fig. B, is pictured here 
because he is a combination we see frqeuently 
and also because it is one that can be anything 



262 


HOW TO REALIZE ON 


from a complete failure to a great success— 
depending on whether he gets into the right 
kind of work. 

As you will note, he has a toide Directivity 
Section—showing that he has definite ideas as to 
what he wants to do—and good self-direction. 
But he is so short from nose to chin that he lacks 
persistence 53 53 

This kind of man has too much self-direction 
to take orders from others. He can take orders 
only from himself. But he is so deficient in persis¬ 
tence that he can not stick to his own orders after 
he gives them to himself. 

He is a personality of a good deal of ability, 
adaptability and versatility and goes far whenever 
he gets into the right lines. 

Work For This Personality 
This man in Chart 67, Fig. B, should choose some 
line wherein he oversees a good many people 
doing a good many different kinds of work. He 
does not enjoy hard work himself and it is not his 
forte anyhow. He can make much more money 
supervising others. For he has the natural amia¬ 
bility and adaptability to others which Fig. A lacks, 
and can get people to do almost anything for him. 



YOUR PERSONALITY 


263 


He is not sufficiently strenuous to boss gangs 
of workmen, and this is not his line. His vocations 
are those wherein he sells something, supervises 
other salesmen, clerks or general workers. 

He makes an excellent district manager and 
can be a splendid department head so long as he 
sticks to businesses wherein salesmanship or 
personal contact with the public is called for. 

This man should never work alone, not only 
because he is needed to make others work but 
because he will not do much when cut off from 
his fellows. He is a gregarious, easy-going man, 
likes company, is liked in return and should 
capitalize these traits instead of trying to make 
himself over. 

Extremes of Mentality 

The two men in Chart 68 are opposites so far as 
Mentality goes. Fig. A is a man of maximum 
mentality and Fig. B is one of minimum mentality. 
Fig. A (whose Mentality Section is both very 
wide and very high) has not only great mental 
jorce and scope but intense persistence in following 
many and varied mental activities . 

Such a man is interested in practically every¬ 
thing in the universe. He is ahead of his time and 




Wide-high 
Mentality Section 


Persists in 

MANY and VARIED 
Mental Activities 





















YOUR PERSONALITY 


265 


for that reason is seldom a great financial success. 
He cares so much more for other things than for 
money that he does n’t take the trouble to accumu¬ 
late. Also the things he is interested in and can do 
are of so advanced a nature that there is little 
market for them and little appreciation for him. 

This man needs a business manager to look 
after his practical affairs. Purely mental work » 
such as literature, library work, research, etc., 
are the ones in which he succeeds best. 

The man in Fig. B, Chart 68, is the other 
extreme. He is behind his time—a reversion to 
the elemental mentalities. This elementalness is 
shown by the lowness of his forehead. But that 
he is not a destructive mentality like Fig. A in 
Chart 64 is shown by the fact that his forehead 
is narrow . 

Any creature whose forehead is very narrow 
dislikes force of any kind and does not seek combat. 
Such are the brows of sheep and all gentle creatures. 

This man is a harmless personality. He will 
do what he is told if the task is not too intricate 
for his mentality, and will be faithful to those who 
are kind to him. He has no originality, no genius. 
He should be protected, not punished, and little 
should be expected of him. 




Section 


Persists in 
STRENUOUS Physica 
Activities 




Short-narrow 

Energy 

Section 


DISLIKES 
Strenuous Physical 
Activities 











YOUR PERSONALITY 


267 


Extremes of Physical Energy 
In Chart 69 you see two personalities who are 
opposite extremes in the matter of Physical Energy. 
The one in Fig. A has a very wide , very high Energy 
Section. This shows that he not only has great 
physical power but extreme persistence in express¬ 
ing it 53 53 

He has great emergency energy and great 
sustained energy. He can work hard and work 
long; he enjoys strenuous and varied activities, 
especially work and outdoor sports. He is seldom 
tired and has tremendous recuperative power. 

This man is the type that holds national and 
international championships in tennis and other 
outdoor games. 

You will also note that this turns out to be a 
front face view of an aggressive race whose 
activity and strenuosity are so untiring they are 
up and out and get the order while others are 
still asleep 53 53 

The man in Fig. B, Chart 69, has an Energy 
Section that is both very low and very narrow. 
He is the physical opposite of the man just 
described. He tires quickly and recuperates slowly. 
He dislikes strenuous physical work and should 
neither attempt it nor be assigned to it. 



The BALANCED Personality 


<J> 


70 











YOUR PERSONALITY 


269 


He is one of the most likable personalities and 
one that can accomplish much if given either 
light physical work or indoor mental work. He 
should breathe lots of fresh air, but he is one man 
who will be more healthy if he avoids violent 
exercise and conserves his energy. 

The Balanced Personality 
In Chart 70 is a composite face made up of the 
right amount of Mentality, Energy and Directivity 
for the greatest possible success in life. 

Study this face closely and you will note that it 
is wider and higher than the average in every 
section, but that no section is developed at the 
expense of the others. 

This personality is the strongest known—the 
almost Ideal Personality. This man has brains 
but he is not topheavy nor impractical. He is 
ahead of his time but not so far ahead as to be 
lost sight of. 

He is the born leader—the man who has the 
Mentality to look ahead, the Practicality to go 
ahead, and the Personality to link his followers 
to him by not going too fast for them. 

He has the good physical energy—a strong 
body linked with a strong brain. And if you will 



270 


HOW TO REALIZE ON 


look at his Directivity Section you will see that 
he has just the right amount of chin—wide enough 
that he has self-direction, long enough that he 
has persistence, but neither so wide that he 
domineers over others nor so long that he can’t 
change when the conditions warrant. 

He is the ideal head for any big institution, 
for he not only knows how to give orders but how 
to get them obeyed; and how to gain and keep 
the respect and loyalty of those under him. 

The greatest leaders in business and the 
professions in America approximate this face. 
Thomas A. Edison, head of a great institution, 
a great business man, a great scientist, a great 
personality and the greatest inventor of all time, 
has this very front face. 



How To Dress for a Purpose 

Part Two 

■ N order that your clothes may be not 
merely an expense but dividend-paying 
investments, remember the following 

1. The quantity of your clothes should be deter¬ 
mined by your needs . 

2. The quality should be determined by your 
income 53 53 

3. The ^iW should be determined by the 
occasions for which it is intended. 

4. The fabric should be determined by the 
work or play to be performed in it. 

5. The color should be determined by your com- 
plexion and the time of day . 

6. The lines should be determined by your 
figure 53 53 

7. The style should be determined by adapting 
prevailing fashions to your own personality (never 





272 


HOW TO REALIZE ON 


by trying to twist your personality to fit the 
fashion) 53 53 

8. The elaborateness should be determined by 
asking yourself these questions: 

a. What will the others be likely to wear? Even 
though the occasion permits of elaborate groom¬ 
ing, never wear to any function more elaborate 
or extravagant clothes than the others can afford. 
To avoid hurting any one’s pride is of far greater 
importance to you than expressing your own. 

b. What is the proper apparel for this occasion? 
(The earlier the hour the less , the later the hour 
the greater elaborateness is allowable.) 

c. Which of my garments will best enable me to 
express my personality on this occasion? 

d. Other things being equal, which of my gar¬ 
ments will be most acceptable to my host and 
the other guests? 

The Psychology of Color 
Many chapters could be written on the psychology 
of color. We are all affected by the colors in our 
surroundings, though we are not always conscious 
of the fact. The most universal example of this is 



YOUR PERSONALITY 


273 


seen in the opposite effects of a bright, sunny day 
and a dark, cloudy one. This is only a difference of 
color in our surroundings. 

All normal persons are affected more or less by 
the brightness or the drabness of the wall paper, 
carpets, hangings, pictures and furnishings of their 
rooms. Black will make a many-windowed room 
seem dark, while yellow can make a small-windowed 
north one seem almost bright. 

Colors and Complexions 
According to the psychology of color, certain 
colors can be combined with artistic effect and 
certain other colors should never be combined. 

Your complexion is your own personal color. 
In this is included your skin, eyes and hair. Certain 
colors will combine artistically with these personal 
tints of yours and others will clash with them. 

This effect is produced, consciously or uncon¬ 
sciously, upon every person who comes in contact 
with you. It therefore behooves you to wear only 
those colors which will bring out the best in your 
personality 53 53 

Your clothes tell volumes about you to every 
one who sees you, and though they “ do not make 
the man,” the wrong clothes can unmake a man. 



274 


HOW TO REALIZE ON 


They have cheated many an individual out of his 
best chances and indirectly damaged his whole life. 

Colors for Each Combination 
The following table has been compiled in accord¬ 
ance with the rules of the best authorities on dress, 
plus the psychological laws of color-combinations. 
The ten most popular colors are considered from 
the standpoint of each kind of complexion. 

Colors for the Light Blond 
Eyes gray, blue or light brown 
Hair flaxen or golden 
Skin clear and with little color 

Black —Good, especially in lustrous materials with 
touches of white or bright colors. 

Blue —All shades are good, except brilliant ones. 
Peacock and delft most becoming. 

Brown —Especially becoming in bronze, dark 
shades and taupe. 

Green —Good, especially in very light or very 
dark shades. 

Red —Best in dark or brilliant shades. 



YOUR PERSONALITY 


275 


Purple —Wear only heliotrope or wisteria. 

Yellou )—Palest shades only. 

Gray —Dove and pearl shades best. 

Pink —Wear only delicate, subdued shades. 

White —Oyster white especially becoming. 

Colors for the Titian Blond 
Eyes gray, blue or brown 
Hair red or Titian 

Skin clear white, medium, varying in color. 
Black —Especially good. 

Blue —Good in grayish, midnight, navy and soft 
shades S3 S3 

Brown —None but dark, deep shades. Avoid tans 
and yellowish tints. 

Green —Avoid light greens. Wear dark shades, 
especially bronze. 

Red —Avoid. 

Purple —Do not wear unless skin is very clear. 
Yellow —Rich amber and orange only. 

Gray —Especially good combined with pink. 



276 


HOW TO REALIZE ON 


Pink —Shell and flesh tints only. 

White —Especially good in cream-white or ivory. 

Colors for Medium Complexions 
Eyes hazel, brown, blue or gray 
Hair chestnut 
Skin medium in color 

Black —Only fair. Be sure to add touch of white 
or colors. 

Blue —Especially good if eyes are blue or gray. 

Brown —Golden brown and pinkish tan are best 
shades 53 53 

Green —Bluish greens are best. 

Red —Good only in darkest shades. 

Purple —Wear only darkest shades. People of very 
clear skin may wear lavender. 

Yellow —Avoid ecru tints. Wear only palest yellow. 

Gray Wear only bluish gray. Never wear gray 
with black. 

Pink —Rose and pale pink only. 

White —Clear white or pinkish white best. 



YOUR PERSONALITY 


277 


Colors for the Pale Brunet 
Eyes gray, brown or blue 
Hair dark brown or black 
Skin fair 

Black —Good if white or delicate pink is near face. 
Blue —Can wear bright shades well, especially if 
eyes are blue. 

Brown —Can wear any shade. 

Green —Bronze-green, reseda and bottle-greens best. 
Red —Wear only darkest shades. 

Purple —Orchid is best shade. 

Yellow— Amber, mustard and canary are best. 
Gray —Dove, pearl and bluish gray especially good. 
Pink —All pinks except bright shades. 

White —Ivory and cream-white especially good. 
Combine with touch of black. 

Colors for the Olive Brunet 
Eyes black or deep brown 
Hair black or dark brown 
Skin very dark 



278 


HOW TO REALIZE ON 


Black —Never. If compelled to wear black add 
touch of bright color as trimming. 

Blue —Excellent in midnight or navy. 

Brown —Only deepest shades and cream near face. 

Green —Good only in dark, dull tones. 

Red —Excellent, especially in warm, dark tints. 

Purple —Be careful of. Only dullest, darkest shades 
can be worn. 

Yellow —Apricot and beaver are best. 

Gray —Wear only warm tints. 

Pink —Salmon and delicate shades are best. 

White —Cream and ivory especially good. 

Colors for the Florid Brunet 
Eyes brown, black or gray 
Hair dark brown or black 
Skin very high colored 

Black —Very good, especially when combined with 
soft pastel shades. 

Blue —Wear pale, dull or very dark shades. Avoid 
purplish blues. 



YOUR PERSONALITY 


279 


Brown — Very good in tans, nut browns and golden 
shades 53 53 

Green —Darkest greens are best. 

Red —Crimson only. 

Purple —Not becoming. 

Yellow —Orange especially good. 

Gray —Silver gray only. 

Pink —Coral, old rose and flesh. 

White —Ivory, oyster and cream-whites especially 
good 53 53 

Colors for Fair Mature Complexions 
Eyes blue, brown or gray 
Hair gray or white 
Skin fair 

Black —Good if white or pale trimmings come 
near face. 

Blue —Wear no bright shades—only dark, dull or 
pastel shades. 

Brown —Avoid golden shades. Seal shade best. 
Green —Wear only darkest shades. 



280 


HOW TO REALIZE ON 


Red —Avoid. 

Purple —Only very dark shades or heliotrope. 
Yellow —Wear pale ecrus. 

Gray —Wear only when touched with colors. 

Pink —Only palest rose. 

White —Excellent. 

Colors for Sallow Mature Complexions 
Eyes gray, blue or brown 
Hair white or gray 
Skin sallow, dull, no color 

Black —Wear only with touches of white, cream 
or bright colors. 

Blue —Avoid purplish tints. Navy and midnight 
are good. 

Brown —Avoid. 

Green —Do not wear. 

Red —Wear only deepest wine and then have 
white at neck. 

Purple —Avoid all but lilac. 

Yellow —Do not wear. 



YOUR PERSONALITY 


281 


Gray —Good when of warm tint. 

Pink .—Dullest old rose best. 

White —Dead white or cream tints best. 

The Psychology of Clothes 
Sport clothes should express the outdoors—the 
brilliance of sea and sky and flowers. They should 
permit of freedom of action and be built for what¬ 
ever bodily activities accompany the games for 
which they are worn. 

Business clothes should express simplicity, 
dignity and stability. 

Indoor clothes should express coziness, domes¬ 
ticity, restfulness. 

Social clothes should express festivity, dainti¬ 
ness, relaxation. 

Dramatic clothes (those of the concert, stage, 
public platform or pulpit) should express the 
profession of the wearer, plus his own individuality . 
They should be not only distinctly but dramatically 
different from those of laymen. They should have 
the kind of distinctiveness that registers the instant 
the wearer is seen by his audience. 

In short, the apparel of all professional singers, 



282 


HOW TO REALIZE ON 


✓X 


public speakers and ministers should be slightly 
but dignifiedly sensational. 

All clothes should express cleanliness, neatness, 
comfort, refinement, and your own personality . 

The Psychology of Form 
Just as there are laws of color, there are laws of 
line. Your bodily ‘Tines** may or may not be 
fashionable, but their best points can be capitalized 
and their worst minimized if you will follow the 
laws of form and line as applied to your particular 
figure 53 53 

Whenever you see a large, portly woman in a 
puffy taffeta gown gathered at the waist and tied 
with a big sash, you realize how little some people 
are aware of the “ picture” they make. 

The same incongruity comes home to you 
when you see a huge man in big plaids or stripes 
that run predominantly around instead of up and 
down. 

Even when you do not figure out what it is, 
you get a 4 ‘feeling” against it. And it is as unpleas¬ 
ant as that which comes over you when you see a 
little wasp of a woman dressed like a wraith, in 
clinging materials; or a tiny man in little thin- 
striped, straight-up-and-down things. 



YOUR PERSONALITY 


283 


Certain people impress the world as being 
becomingly groomed. This impression results 
largely from their having, consciously or 
unconsciously, obeyed the laws of line and color 
as applied to their types and figures. 

Sculptors, artists, clothiers, modistes and 
psychologists have combined to work out the laws 
of line and color for each kind of human figure, as 
presented below. 

Lines for Very Short, Very Fat People 
Don’t wear belts or things accentuating waist¬ 
lines. Specialize in straight-up-and-down effects, 
especially stripes. Avoid anything and every¬ 
thing that runs “ across ” you—such as very 
wide collars, wide cuffs, horizontal bands or dis¬ 
tinct hems. 

Never wear puffy, frilly or gathered things, 
but restrict yourself to clinging materials— 
chiffons, jerseys, crepes, etc. Avoid taffetas, 
organdies, and all stiff materials. 

Never wear anything showing large splotches 
of contrasting colors. Do not wear large, flat- 
crowned hats. Women of this figure should wear 
straight-line, full-length capes whenever the 
fashions permit. 



284 


HOW TO REALIZE ON 


For Very Short, Very Thin People 
Avoid clinging materials of every kind, but 
specialize in taffetas, organdies and other mate¬ 
rials that “ stand out.” 

Avoid narrow belts, waist lines and two-color 
garments. Wear draped garments, small, soft or 
plumed hats. 

This is the type that can wear floating, flutter¬ 
ing sashes and veils occasionally with good effect. 

For Very Tall, Very Large People 
Avoid all ruffles, frills, puffs, squares, circles and 
plaids. Wear the most clinging materials, in 
straight-up-and-down lines, with loose and narrow 
belts 53 53 

Relieve the effect of large area by having 
touches of contrasting color at neck, wrists and 
belt; but wear as little other trimming as possible 
and see that it lies flat upon the garment instead 
of standing out, waving or fluttering around. 

For Very Tall, Very Thin People 
Avoid all up-and-down effects—stripes, panels, 
etc. Avoid clinging materials, flat trimmings and 
tight-fitting garments. 

Specialize in organdies, taffetas and other 



YOUR PERSONALITY 


285 


stand alone’’ materials. Wear puffs, frills, ruffles 
and gathered effects whenever possible. Wear 
things that express a waist line. Wear wide but 
never high hats. 

If You Are An In-Between Figure 
If you are a medium and have no extremes of fat¬ 
ness, thinness, tallness or shortness, you can wear 
whatever lines you prefer, and look well. 







CHAPTER VI I 


Expressing and Capitalizing 
Your Own Personality 

Part One 

Passive and Positive Personalities 

OR all practical purposes 
personalities may be divided 
into two main classes—the 
passive and the positive . 

Some are extremes of one, 
some are extremes of the 
other, and some are almost 
evenly balanced. But every 
person leans toward one of 
these at least a little more 
than the other. You may not realize that you do, 
but your acquaintances do, and they have con¬ 
sciously or subconsciously classified you. 

So marked is this that if one hundred of your 
best and oldest friends could be gathered together 
and asked for an opinion, they would vote one of 
these two ways by a large majority. And it might 












288 


HOW TO REALIZE ON 


give you the surprise of your life to hear the 
verdict! S3 S3 

You may belong almost wholly in one while 
fondly imagining you are almost wholly in the 
other. You may even deceive yourself into the 
belief that you are an extreme example of one class 
while being, in reality, an extreme of the opposite. 

Which Are You? 

If 1 were permitted to ask one and only one 
question about my personality, I know exactly 
which one out of all the hundreds of possible 
queries it would be: “ Am I by nature a positive 
or a passive personality?* * 

When I got my answer I would build my life 
and future around it. For only by so doing could 
I be the success I was meant to be. 

The one biggest fact about your personality, 
the one that must determine how you approach 
your life’s campaign, what you lay out for your¬ 
self and how you must go about its accomplish¬ 
ment, is whether you are a predominantly passive 
or a predominantly positive personality. 

Each Can Succeed 

There is a place in the world for each of these. 



YOUR PERSONALITY 


289 


Each will be a failure if he tries to do the things 
meant for the other, but each can be a success 
provided he sticks to the kinds of things he was 
intended for. 

Most of the world’s failures—ninety-five out 
of every hundred—have been the result of trying 
to do things and be things they were never created 
to do or be. 

Playing the Wrong Part 
Of all the failures caused by our ignorance, only 
one other is as pathetic as that of the naturally 
passive personality trying to play the role of the 
naturally positive —and that is the naturally 
positive allowing himself to go through life repress¬ 
ing himself into the appearance of the passive. 

For each of these, life holds one disappoint¬ 
ment and discouragement after another; for no 
human being can be happy save as he expresses 
his real self to the world about him. 

All others are crushed and crucified by almost 
every event and experience that comes to them. 
They are constantly in a false position—a condition 
which makes it impossible for them to give a true 
or strong reaction to any of life’s experiences. 

This makes such a personality appear in the 



290 


HOW TO REALIZE ON 


wrong light, for it causes him to do and say 
innumerable things which are contrary to his 
inclinations and ideals. 

Most of our harsh words and unkind acts are 
the indirect results of months or years of repress¬ 
ing and inhibiting the normal tendencies of our 
personalities 53 53 

We are misfits. We know we are, but know 
not which way to turn nor how to start to get out. 
Necessity demands a uniform income, bills must 
be paid and life must go on from day to day, so 
we stay in the same old treadmill, not daring to 
risk a change. 

But though a man may have determined to 
resign himself, and though he may appear to have 
done so, no one ever really does reconcile himself 
to this erasure of his real self. He is a house divided 
against itself—the outside trying to do one thing 
and doing it poorly because it is not its work, and 
the inside rebelling against being ignored. 

Find Your Own 

So while it is necessary, in order to be a supreme 
success, to know many other things about your 
personality, this one thing you must know or go 
down to mediocrity or failure. 



YOUR PERSONALITY 


291 


If you have an extremely positive personality 
you must follow an entirely different line of work 
and life in general from the man who has an 
extremely passive personality, and vice versa. 

Pitfalls lie everywhere for extremes of any kind. 
It is desirable to have a generous amount of any 
constructive trait, but not topheaviness. As soon 
as it is extreme it becomes undesirable. 

Capitalizing and Minimizing 
No great or successful person was ever perfect. 
But he often appeared to be because he learned 
to do the two things which you must do if you are 
to achieve. 

He found, accidentally or otherwise, what his 
strong points were and built his life around them— 
capitalized them—while evading the things that 
would place strain on his weak points. 

The Passive Personality 

The positiveness or passiveness of your personality 
is shown by the general angle of your profile. 

Any one whose profile, from hair line to chin, 
approximates the uniform recession shown in 
Chart 71, Fig. A, has an extremely passive person¬ 
ality 55 55 



Entire profile 
RECEDING 








YOUR PERSONALITY 


293 


This man takes a back seat, lets people and 
life in general step all over him. He is more highly 
evolved than the average and therefore unfitted 
to deal successfully with coarse, crude or uncouth 
individuals in the hurly-burly of everyday life. 

He gets the worst of it—the “small end of 
things.” Occasionally he revolts and for a few 
minutes or days expresses his rebellion, but he 
soon recedes again and lets them impose on him 
just as before. 

Such a one needs to cultivate self-confidence, 
will power, and to find his right work, then stick 
to it. He will often become discouraged because 
he does not make the brilliant showing of other 
types, but he can succeed better than many a 
brilliant man in the long run if he will study and 
organize himself. 

The Feminine Nature 

This profile in Chart 71, Fig. A, is the typical 
extreme feminine profile. With it always goes a 
predominantly feminine personality, even when 
its owner is a man. 

Nature plays some strange tricks on her 
creatures, and one of the strangest is placing “ a 
female soul in a male body,” and vice versa. Sex 



294 


HOW TO REALIZE ON 


tells nothing important about us except—sex. It 
does not tell any of the most important success 
fundamentals nor any other vital fact about an 
individual save the one of capacity for fatherhood 
or motherhood. 

The slant of the profile as a whole tells more 
about the actual femininity and masculinity of 
one’s real personality—the sex to which his 
actual nature belongs—and with far greater clear¬ 
ness than does anything else. 

There are no masculine or feminine traits per 
se. Men and women in the mass have the same 
list of traits. We have come to call some feminine 
and some masculine simply because some are more 
often found in women and others are more often 
found in men. 

The traits of submissiveness, passivity and sensi¬ 
tivity which go with the profile seen in Chart 71, Fig. 
A, are more often found in women than men, and 
that is why more women than men have this profile. 

The Positive Personality 
The profile shown in Chart 71, Fig. B, is the exact 
opposite of the one in Fig. A, and bespeaks the 
opposite kind of personality. This is the extremely 
positive personality. 



YOUR PERSONALITY 


295 


This man always knows what he wants and 
is out to get it. He often imposes on people, 
dominates the situation when dealing with others, 
and is hard to turn from a decision, a line of action 
or a project he has once determined to carry out. 

He is inclined to be ruthless in overriding 
others, cares less for the opinions of others than 
the average person, and makes his own life. 

The Masculine Nature 

The profile that, as a whole, protrudes , from 
hair line to chin, like the one in Chart 71, Fig. B, 
is distinctly a masculine one and always goes 
with a personality that is predominantly masculine. 

Any woman who has this protruding profile 
is called a “ mannish woman,” and she is. Such 
a one is a man’s personality housed in a woman’s 
body—the most incongruous of all creatures. 
Many of these women are splendid mothers, helpful 
wives and good neighbors. Often they supply the 
backbone their husbands lack, and it is well they 
have it, for they usually marry the spineless kind. 

The helplessness of the feminine man recog¬ 
nizes in this strong woman a prop and pillar for 
times of stress, and this same helplessness appeals 
to her protective instincts. 



296 


HOW TO REALIZE ON 


It is this protective instinct in the very mas¬ 
culine man which prompts him to marry the woman 
whose helplessness appeals to him, and whose 
strength in turn makes an answering appeal to her. 

Human nature being what it is, and especially 
since the human ego is what it is, two bosses for 
one house are a guarantee of trouble. So it is well 
that the masculine woman and feminine man 
settle it this way. 

If You Are A Feminine Man 
The great secret of a magnetic personality is to be 
real and genuine—to be yourself . So if you are a 
feminine man don’t attempt to play the cave man. 
Capitalize the goodness, gentleness and refinement 
that are natural to you. 

You can do all this without being a “ sissy.” 
And in the end you can win more by these traits 
than in any other way. Shelley, Keats, Wordsworth 
and many other famous men were of this type of 
personality 53 53 

If You Are A Masculine Woman 
The same holds true of the masculine woman. 
If you are that kind don’t try to be a clinging 
vine. Any original is better than an imitation. 



YOUR PERSONALITY 


297 


Remember, some of the greatest women of 
history—including George Eliot, the greatest 
woman writer England ever produced, and Susan 
B. Anthony—were largely of this type. 

If You Are Just A Man Or Woman 
If you are neither a feminine man nor a masculine 
woman, but belong to the great majority whose 
psychology and physiology match, half your 
battle in life is won for you at the start. 

First Be A Human Being 
But no matter what else you are or hope to be, 
be a human being first. The most attractive traits 
of human nature and personality are neither 
masculine nor feminine, but human. We all love 
humanness and we love it in everybody, regard¬ 
less of sex, station or nationality. 

After humanness, if you are a woman, be a 
womanly woman. After humanness, if you are 
a man, be a manly man. The following table will 
show you what these qualities are and why a 
human being is more admirable than just a man 
or just a woman. It will also help you to classify 
the differentiations between the womanly woman 
and the manly man. 




To be an attractive man cultivate the traits in these two columns 

To be an attractive woman cultivate the traits in these two columns 


Womanly Qualities 

Human Qualities 

Manly Qualities 

Cultivate 

Stress 

Cultivate 

Courage 

SINCERITY 

GENUINENESS 

CONSTANCY 

BROADMINDEDNESS 

BIGNESS 

IDEALISM 

SPIRITUALITY 

JUSTICE 

TOLERANCE 

EQUALITY 

ALTRUISM 

INSPIRATION 

FORGIVENESS 

GENEROSITY 

SYMPATHY 

GOODNESS 

Bravery 

Winningness 

Aggressiveness 

Vitality 

Vigor 

Purity 

Cleanness 

Refinement 

Dignity 

Modesty 

Propriety 

Mercy 

Understanding 

Tenderness 

Gentleness 

Amiability 

Geniality 

Hospitality 

Cordiality 

Graciousness 

Convincingness 

Serenity 

Energy 

Tact 

Diplomacy 

Grace 

Power 

Beauty 

Strength 









































YOUR PERSONALITY 


299 


The Inward Profile 

The man in Chart 72, Fig. A, is a combination. 
The upper half is that of the passive personality, 
but the lower half is that of the positive. So this 
man’s personality is a combination of traits 
exactly as pictured here. 

The result of that combination is that he is 
passive in little things, but positive in big ones. 

For instance, he will follow orders, carry out 
details carefully, and adhere to the letter of the law. 
But he will make mental reservations about the 
spirit of the law. 

He will be faithful in his work to his employer, 
give value received and outwardly appear to 
acquiesce, but he will have his own opinions about 
that employer and in the long run be governed 
by them. 

Such a man will not debate the ways of doing 
a thing if he disagrees with you, and will not 
debate with life in general. But he will find 
a way of doing pretty much as he pleases in 
the long run . 

He is capable of making infinite small sacri¬ 
fices for the sake of a goal, to give in to you in 
each thing you can put your finger on, but all the 
while be taking his own way. So this man often 









YOUR PERSONALITY 


301 


winds up a success, for he foregoes the non- 
essentials for the essentials. He keeps his eye on 
the goal, and ignores the brambles along the path. 

The Outward Profile 

The man shown in Chart 72, Fig. B, has what is 
called the outward profile. It is a combination, 
the upper half belonging to the positive and the 
lower to the passive type of personality. 

This is the opposite profile from that in Fig. 
A, and this man is the opposite of that man. He 
does the little things in his own way and almost 
before you can discuss them with him. 

But in the long run, in the big things—by and 
large—he is twisted around life’s finger. He will 
refuse to do some little thing his employer wants 
done, talk about it and sometimes quarrel about 
it, but feel in honor bound to defend that employer, 
right or wrong, if attacked. 

This man will make a great fuss over non- 
essentials but is easily managed in big things. 
Thus, although he is a more “ showy” kind of 
man than the one described above, he often fails 
in life 35 35 

He spends too much energy sputtering over 
details in his path and loses sight of his goal. 











YOUR PERSONALITY 


303 


The Aggressive Nose 

As explained previously, the nose is a very signif¬ 
icant feature and tells various psychological as 
well as physiological facts about its owner. The 
reason is, as we have seen, that the nose is the 
activity index of the personality, and activity 
is very closely allied to the traits of aggression 
or submission. 

We have seen that the most submissive races 
have short, sway-back noses, while the most 
aggressive race on earth is famed for its promi¬ 
nent nose. 

It follows, therefore, that the individual with 
such a nose and profile as you see in Chart 73, Fig. 
A, is inevitably an aggressive personality. Aggres¬ 
siveness is more than positiveness—it is positive¬ 
ness plus purposiveness. It implies inner design 
expressed through outward activity —a plan and 
an intense effort to carry out that plan. 

Such is the personality of the man shown in 
Chart 73, Fig. A. 

The Submissive Nose 

In Chart 73, Fig. B, we see a man the exact opposite 
of the one in Fig. A, and he has the exactly oppo¬ 
site kind of nose. The person with this profile 



304 


HOW TO REALIZE ON 


and nose is never aggressive. He is submissive, 
retiring, modest, self-sacrificing. 

He may know a great deal, but he will not 
try to make you realize it. He lives in his feelings, 
is always something of a child, and does not look 
far into the future. 

Whereas the man in Fig. A is always living 
ten years ahead, the man in Fig. B lives in the 
moment, often being overtaken by misfortune 
because unprepared for change or emergencies. 

The man in Fig. A gets over his anger—partly 
because he gets relief by fighting it out and stand¬ 
ing up for himself. This man in Fig. B will not 
fight back and seldom talks back, but he never 
forgets the slights put upon him. He may never 
tell any one about it, but he can harbor a resent¬ 
ment for years. 

This is the natural result of keeping it bottled 
up. The other man keeps the lid off himself at all 
times, spills over, splutters and gets it all out 
of his system, but the one in Fig. B keeps all 
this to himself till it ferments. 



Self-Expression and Personality 

Part Two 

to understand your personality is not 
You must express it, make it shine, 
only by so doing can you make your 
rk in the world and leave it better 
than you found it. 

Through this course you have come to under¬ 
stand your personality —why you do and think 
certain things and how those things look to others. 
But you must not stop there. You must make 
this knowledge assist you in the practical prob¬ 
lems of every day. 

Five Expressions of Personality 
There are five main avenues through which you 
express your personality. They are: your face, 
your clothes, your figure, your speech and your 
actions 55 55 

There are a few others but they are of minor 
importance and need not be considered. 

What Your Face Should Express 
Through the chapters on Features, Profiles, 






306 


HOW TO REALIZE ON 


Blonds, Brunets and Titians you found what 
your face, hair and complexion signify and what 
they should express. Turn back to the close of 
Chapter I, and you will see again what every 
human face should radiate. 

Yours will be a beautiful face, regardless of 
its contours or complexion, if you will make it 
tell those things to the world. And no regularity 
of feature can ever make you truly beautiful 
without them. 

What Your Figure Expresses 
Did you ever stop to wonder how you look to 
others—the whole of you? When people see you 
coming, what is it they see—a long, lanky figure, 
a square, dumpy one, a fat, round, roly-poly one, a 
middle-sized one—or what? 

What they see is the bundle called you . From 
its size, shape, height, weight, outlines, gestures, 
postures, walk and movements each person who 
looks at you gets a certain impression of your 
personality 53 53 

This impression may be so strongly in your 
favor that he likes you instantly, it may be so 
repugnant that he instantly dislikes you, or it 
may be any of the degrees between. 



YOUR PERSONALITY 


307 


But it is always something , and is stored away 
in his conscious or subconscious mind to influence 
him for or against you, if ever you come in contact 
with him again. 

What Carriage Expresses 
The most important thing for you to consider 
in connection with your figure is the way you carry 
it. The best garments in the world can’t give a 
man presence if he shuffles, drags his feet, 
slumps down in his chairs, sags, lags, droops or 
sprawls over things. 

Both clothes and carriage are necessary. But 
the poorly dressed man can make the world 
recognize his worth if he carries himself with 
self-respect and dignity. No matter how you are 
dressed, keep your chest up, your chin up but 
not out , your shoulders back, your head high 
but not “ cocky,” and your backbone straight. 

If you are tall, don’t make the average tall 
man’s mistake of getting stoop-shouldered, bend¬ 
ing down and leaning over to talk to people. 
Make them look up. Even though you may not 
be anything wonderful to look at, looking up will 
do them good. Don’t try, if you are tall, to be 
“cute” or kittenish in your movements. 








YOUR PERSONALITY 


309 


If your are short, don’t try the lordly, top- 
heavy role. Don’t flourish and flaunt. Study poise, 
firmness and definiteness of bodily expression. 

The Psychology of Speech 
Libraries have been written on the subject of the 
human voice, its powers, psychology and possi¬ 
bilities. We are concerned here with the effect 
of your speech upon others, what it does to your 
personality, and how it affects your chances in 
life 53 53 

We have explained in the preceding chapters 
the fundamental speech-habits of each personality 
as indicated by various externals, but there are two 
others which definitely show themselves in the face. 

The Decisive Talker 

Decisiveness is a mental quality of such intensity 
that it instantly prints itself in the face and in one 
particular spot. That spot is the indentation in 
your chin . See Chart 74, Fig. A. 

You can make no decision, however slight, 
that does not tighten these muscles a little. A 
momentous decision or a determination to do a 
thing stiffens and indents your chin at this spot, 
as you may already have recognized. 









YOUR PERSONALITY 


Now the man who is habitually making 
decisions finally makes this dent in his chin 
permanent. Such a one is the man in Chart 74, 
Fig. A S3 53 

This definiteness of feeling tends to make his 
speech laconic , concise —so concise in fact that he 
often leaves out important explanations. 

If you have this kind of chin, remember people 
are not mind readers, and fill in the gaps between 
high spots. 

The Indecisive Talker 

See Chart 74, Fig. B. Look in the mirror some¬ 
time when you are debating with yourself and 
see how your chin drops and smooths out at this 
place when you give up trying to decide. 

If you have a chin like this your talk tends 
to be too much on a dead level. Cultivate the 
power of prompt decision, and don’t meander all 
over the landscape when trying to tell anything. 
Pick out the main points and put them over. 
Make each sentence get somewhere . 

The Abstract Talker 

Evolution is slowly decreasing the size of the 
features as compared to the head and face as a 



312 


HOW TO REALIZE ON 


whole, and at the same time making us more 
abstract in our thinking. 

Abstract thinking leads to abstract speech. 

That is why the man you see in Chart 75, 
Fig. A, is inclined to be abstract in conversation. 
His features are proportionately small for the 
size of his entire side-head and face . 

Such a man invariably stresses the subtle 
and intangible. He is often called a dreamer and 
usually is one. His talk reflects it, just as the 
talk of each one of us reveals our habits of thought. 

This man must “get down to cases” more, 
be more definite and forceful in his talking, or he 
will not be able to hold the interest of people, 
and this will be a serious handicap to his person¬ 
ality 53 53 

The Concrete Talker 

The man shown in Chart 75, Fig. B, is the opposite 
of the one just described. He has proportionately 
large features for the side-head and face as a whole. 
Accordingly he is concrete and matter-of-fact 
in his speech. 

He is as much of an extreme as the man above, 
and as much handicapped by it as is the other, 
but in the opposite direction. 



YOUR PERSONALITY 


313 


This man overlooks the inner meaning, the 
ultimate, the intangible elements in most situa¬ 
tions, and shows it in his speech. He often loses 
the interest of his hearers because he deals with 
the material to the exclusion of the spiritual and 
does not kindle their imaginations. 

The best orators and speakers of all time have 
been a balance between these two, for they have 
been able to see both the inner and outer, the 
mental and material significance of things, all of 
which are essential to effective speech. 



To Be An Effective Talker 


Part Three 

are two elements in everything we 
e way we do it and the thing we 
>—the subjective and objective. So 
ire two things to remember in con¬ 
versing with an individual: 

1. You must talk it your way —the way that 
expresses your personality. 

2. But you must talk about the things that 
interest your hearer—that appeal to his personality. 

Being conscious of your own tendencies is 
but half. There are two sides to every conversa¬ 
tion—the speaker and the listener. The speaker 
must capitalize his strong points and minimize 
his weak ones, which he will be given full per¬ 
mission to do provided he keeps on subjects of 
interest to his hearer. 

Everybody prefers that you talk in the way 
that is natural to you, and he will forgive you 
almost any personal idiosyncracy if you will only 
stick to the things he is interested in. 

In preceding chapters you have learned what 





YOUR PERSONALITY 


315 


kinds of subjects interest each personality, and 
that the profile tells this more clearly than any¬ 
thing else. Bearing in mind what you learned in 
the “ Profile” chapter, note the following: 

Talking To The Theoretical Brow 
Every person whose brow is high and slightly 
bulging at the top, and whose face is like the one 
Chart 76, Fig. A, wants you to talk of theories , the 
reasons back of things , the causes behind the effects, 
the philosophy of life, of events and things in 
general 53 53 

If you are a salesman trying to sell this man 
a car, remember he is interested in such things 
as its origin , how it happened to be made as it is , 
who invented its special features and why; the 
location and history of the factory where it is made; 
why you are selling it in preference to some other 
make—in short, the “background” 

He also pays more attention to the lines, the 
beauty, the artistic and esthetic elements than to 
the practical ones, and these are the things you 
must talk about if you expect to make a sale. 

Talking To The Practical Brow 
But the man in Chart 76, Fig. B, is the opposite 




Bulging brow 
Interested 


REASONS 


Sloping brow 
Interested 


WHAT "WORKS 


Straight brow 
Interested 


BOTH SIDES 


ELB 





YOUR PERSONALITY 


317 


of this. His brow is high and sloping, and you 
know the story the rest of his profile tells. 

His type of personality wants to know the 
practical side —the price, how many miles that 
car will go on a gallon, how much speed it can 
stand or what grades it can make without getting 
overheated; wherein it is stronger , more durable 
than other makes; and the best contract you can 
give him 53 53 

He wants to be sure yours is a car for which 
he can get necessary parts and repairs easily, 
and will probably look up its various records. 

He is not interested in how it came to be, but 
in what it can do. 

Give him these facts and give them to him 
quick if you want to make a sale. You can safely 
give the man in Fig. A time to think over 
your proposition, but get this one in Fig. B 
on the dotted line before you leave or you probably 
never will 53 53 

Talking To The Straight Brow 

The man in Fig. C, Chart 76, is, as you can see, 
half way between the other two. He wants some 
of each of the points you gave the others. He 
demands more of your time and wants more 



318 


HOW TO REALIZE ON 


information than either of the others, and then 
he makes his own decisions. 

This is a personality difficult to convince , 
because he demands both theories and facts, 
and insists on looking over every phase before 
deciding. But if your goods come up to specifica¬ 
tions he is a permanent customer. 

For All Personalities 

But there are certain rules which all speakers 
must follow in social conversation, business and 
the professions, regardless of the personnel of 
the audience and regardless of whether that 
audience consists of one person or ten thousand. 

Though we have individual preferences accord¬ 
ing to our personalities, some of our preferences are 
common to all. Every interesting conversational¬ 
ist, every convincing public speaker, and every 
effective talker in business recognizes these and 
abides by them. 

Conversation and Personality 
The ability to talk charmingly is one of the greatest 
of all personality-assets. It will open doors to you 
which would otherwise stay forever barred and 
bolted against you. 



YOUR PERSONALITY 


319 


It can lead to opportunities, friendships, mar¬ 
riage and success, and has done all these for thou¬ 
sands of men and women. 

These men and women did not just happen to 
be fascinating talkers. Regardless of how generous 
nature was to them in the beginning, they all learned 
and practised certain rules. 

The Interesting Conversationalist 
To be an interesting conversationalist follow just 
as many of these rules as you can: 

1. Never say a discouraging, disheartening 
thing to any person. Never take hope out of any 
heart, but do take the time and trouble to put 
hope into them by speaking inspiringly and 
encouragingly S3 S3 

2. Contribute to the atmosphere of harmony 
and co-operation. Never quarrel with any one under 
any condition in social conversation. 

Don’t allow yourself to be drawn or driven 
into domestic, personal, political or professional 
altercations of any kind. Don’t let your conversa¬ 
tion become a conflict. 

3. Don’t talk more than five minutes out of each 
hour about yourself and your own selfish interests, 



320 


HOW TO REALIZE ON 


and don’t do so then unless urged. Then don’t 
take the bit in your teeth and forget to come back. 

Talk about him , his interests, hopes and ambi¬ 
tions. This is the biggest secret of charming 
conversation, for it is the one subject in which your 
listener is always most interested. 

4. But don’t wade into his private lije . There 
is a world of difference between personal affairs 
and private affairs. If you don’t know where to 
draw the line, let him alone and he will draw it 
for you by bringing up the personal subjects he 
wishes to discuss with you. All you need to do 
is give him a chance. 

Never ask "personal” questions nor pry into 
the intimate affairs of any one—your family 
included. That is only half; the other half is, 
don’t act, while silent, as though you “ had a 
right to be told.” Keep in mind that other people’s 
business is “ none of your business.” 

Don’t talk or act as though you suspected 
they were “ keeping something from you.” This 
is a short, sure road to their dislike. 

5. Don’t tell your troubles in social conversa¬ 
tion. Don’t use your friends as dumping grounds 
for your woes. 



YOUR PERSONALITY 


321 


Talk happiness and optimism if you wish to 
be sought after. When you can’t do this, stay 
away from people. 

6. But when a troubled friend comes to you 
to unburden himself, let him do it. Go into the 
subject seriously and sincerely . Let him " get it 
off his chest.” Then point out how he can meet it 
—hopefully! 53 53 

7. Never allow any word of yours to hurt or 
humiliate another. Avoid every kind of conversa¬ 
tion that would place him at a disadvantage. 

For instance, if you speak French and he 
doesn’t, don’t sprinkle your conversation with 
French words and phrases. If you are a college 
graduate and he is not, keep away from the subject 
of colleges. If you have been abroad and he has n’t 
don’t “ rub it in.” 

If you come from a “ best family,” forget it. 
It is n’t who your ancestors were but what kind 
of an ancestor you are getting ready to be that 
counts. Remember, the greatest people of all ages 
did not come from ” the best families.” According 
to history it is something to keep dark rather than 
boast of 53 53 

8. On the other hand, don’t talk depreciatingly 



322 


HOW TO REALIZE ON 


of yourself. Even when you are sincere in it (which 
you seldom are!) everybody suspects you are 
“ fishing.” When you do speak of yourself, do it 
confidently, but not conceitedly. 

9. Never jeer nor sneer at or about any person. 
These will gain for you only the contempt of your 
hearers. Speak of the good points of others. If 
you can’t find any, keep still. 

10. Avoid gossip. It is rank poison. Further¬ 
more, it is cowardly. Many an otherwise strong 
personality has wrecked his life with this habit. 

When gossip comes to you, refuse to add to 
the scandal, no matter how true you may know 
it to be. This may pique your informant, but it 
will win you his respect. For he will thereafter 
have confidence that you will not gossip about 
him S3 S3 

Besides, the man who tells you an unkind 
story about some one else will take one away if 
given half a chance—and exaggerate it into the 
bargain. “ Dogs that bring bones carry bones 
away,” is a trite but true saying. 

11. Never refer to the wrongs others have done 
you. Everybody that has ever lived has suffered 
wrongs, and nobody wants to hear about yours. 



YOUR PERSONALITY 


323 


People who talk about how they are " abused/’ 
“ misunderstood,” are human lemons. If you want 
every one to run a block to avoid you, this is all 
you need to do. 

Stop laying your precious thoughts and words 
upon the altar of your enemies. Forget them. 
This is the only perfect revenge—and the only 
kind that does you any good . 

Be too big to let anything embitter you. Every 
person who amounted to anything had plenty 
of things to “ sour him on life,” but refused to 
curdle 53 53 

Keep sweet. Laugh at yourself and your troubles 
once in a while. It will blow the cobwebs out of 
your brain. Instead of being " touchy,” tell a 
real joke on yourself occasionally. 

12. Don’t try to reform the world in your social 
conversation. Some of the biggest braggarts and 
egotists have been those alleged radicals who 
took it out on their friends. If you don’t mean it, 
let the subject alone. If you do, don’t spoil the 
evening for everybody else. Rent a hall and go to it! 

13. Don’t be a negative, an “ againster.” 
Don’t talk about the things you “ can’t stand,” 
the “ rotten shows,” the “ atrocious music,” the 



324 


HOW TO REALIZE ON 


“ horrid weather,” etc. Never air your prejudices, 
nor voice unkind suspicions. 

Talk constructively, speak of the interesting 
events, the pleasant experiences, the admirable qual¬ 
ities in things, people and life in general. Talk about 
the things you are for , not those you are against. 

This is one of the most vital things to remem¬ 
ber if you want to be an interesting talker and a 
magnetic personality. 

14. Don’t be a “piker” or a sponge. Don’t 
stick around” and soak up everything while 

expressing indifference or superciliousness. If you 
indulge in silence, at least let your face show it 
is a friendly one. 

Never pout or sulk. These are babyish, weak, 
silly and costly. 

15. Don’t be “sugary,” sentimental or slushy 
in your compliments to people. When you wish 
to express appreciation of any public personage, 
write it, don’t insist on “meeting him” to say it 
personally. This pleases him, wins you admiration 
and deserves to, for it is unselfish. 

16. Words have a powerful psychology. Avoid 
negative, weak, destructive words in every kind 
of conversation. 



YOUR PERSONALITY 


325 


Don’t specialize in slang. On the other hand, 
don’t be prudish, priggish nor pedantic. Remem¬ 
ber, the slang of today is the good English of 
tomorrow, and don’t refuse to avail yourself of 
its potency when it tells what you mean more 
clearly than anything else can. 

Use the most simple “United States’’ words. 
Coin one when necessary. 

Don’t be afraid to be original and individual 
in your conversation. 

The Convincing Public Speaker 
“Oh, I never could make a speech!” you say. 

But you are doing it constantly. You make a 
speech every time you talk to any one—and for 
the average person this means from ten to a hun¬ 
dred times a day. 

The chief obstacle in the path of those who 
wish to be public speakers is one they build up 
in their own minds and place there themselves. 
That obstacle is this: 

He imagines each person in the audience is 
thinking in terms of the crowd —that the crowd 
stands solidly , opposing its personality to his own . 

The exact opposite is the truth. The fact is 
that, to each person there, it is you and he for it. 



326 


HOW TO REALIZE ON 


You are talking only to him , so far as he and his 
psychology are concerned. 

1. Make your speech as though there were but 
one person in your audience, and that person 
a friend 53 53 

If you are talking in a large hall, merely 
imagine your friend is sitting in the last row, and 
place your voice so as to reach him. 

2. Don’t let anybody tell you that public 
speaking requires “ genius,” or that all the good 
ones were ” born that way.” 

Don’t let any one make you believe that being 
a convincing public speaker consists in following 
intricate rules of any kind, or that it is an art 
surrounded by mysteries. 

Good public speaking is merely good conversa¬ 
tion, but on a larger scale. Obey the rules given 
in the previous section for interesting conversa¬ 
tion and you will have won half your battle. 

3. Never try to talk on a subject you know 
little or nothing about. Know the facts. Have 
* the goods.” Get so full of your subject you 

can’t keep still. The rest will take care of itself. 

4. Never memorize a speech. Nobody cares 
to listen to something you have learned by rote. 



YOUR PERSONALITY 


327 


People want only what comes from your heart. 
If you will give them that, the methods won't 
count S3 S3 

Memorized speeches sound second-hand. People 
do not know who wrote the thing you are singing 
of, and they care less. They want you as you are 
and as you believe at that moment —the genuine, 
spontaneous you. 

You never can give this to an audience if you 
have memorized your speech. For that memorized 
thing is what you thought yesterday or last 
month. Furthermore, what you think about it 
novo , with their faces looking into yours, is probably 
much better than the thoughts you compiled 
yesterday in your seclusion; and the words that 
come to you in their inspiring presence are far 
more eloquent than those you struggled with 
when alone. 

An audience consists of two halves—the speak¬ 
er and the hearers. Neither can function without 
the other. 

But every speaker is also two halves. Every 
man who believes in and is interested in what he 
is talking about is only half of himself away from 
his crowd. He not only needs them to help him 
find the right words, but for the thoughts them- 



328 


HOW TO REALIZE ON 


selves, none of which come out vivid, graphic 
and whole when cut off from their inspiration. 

So, first of all, talk only what you conscientiously, 
earnestly believe in. Analyze your own mind and 
know why you believe it. Don’t just feel it. But 
when you have classified the reasons , put them 
down in very brief notes. 

Go before your audience and turn the full 
current of the feelings loose on these reasons. 
Don’t worry about how it is going to sound or 
whether anybody is going to like it. 

If you completely believe what you say they will 
not even see the errors. The world is good. It is 
genuine and it is looking for genuineness in others. 
Give the world your real self—unpretentiously, 
unafraid—and it will not fail you. 

5. Never try to imitate the words, phraseology, 
manners or methods of any one else, no matter 
how great a speaker he is. He became a great 
speaker because he gave himself , and you must 
do the same. 

Being yourself and doing it your way are the 
two most vital things to remember. 

6. Don’t plan any gestures, rehearse any or 
think of any. If you are as enthusiastic as you 



YOUR PERSONALITY 


329 


ought to be, they will come spontaneously. No 
other kind are any good. Every prearranged 
posture, movement or gesture detracts from the 
effect and power of the speech. 

If you happen to be the kind of person who 
doesn’t gesture naturally in your everyday con¬ 
versation you will not do so in your speeches 
and should let them alone, to come out only 
when you can’t help it. 

7. Never use long, complicated words or 
phrases. Avoid technicalities. Use the shortest, 
strongest, most sonorous words. Make every 
sentence as short as possible. 

8. Never mumble nor chew your words. Articu¬ 
late clearly and with sufficient loudness to save 
every person from having to strain his ears. 
Speak each word distinctly —as though it were a 
projectile shot from your mouth. 

9. Never try to “ spellbind,’’ to be flowery, 
rhetorical, tragic or comic just for effect. But do 
any of these things if the emotion back of them 
is genuine. 

The styles in oratory change just as they do 
in everything else. The day has passed when 
it is profitable to drag the “starry heavens,” the 



330 


HOW TO REALIZE ON 


“babbling brooks,** the “sun-kissed hills** and 
* flower-flecked dales ** into a speech. 

An audience today wants you to say what you 
think, why you think it, and be quick about it! 
This is “ modern eloquence.** 

10. The old time orator used to talk up to his 
audience—he tried to raise them by their boot¬ 
straps into the clouds. Some speakers today talk 
down to their hearers. 

Both methods are wrong. Talk to your audience 
as “ man to man **—on the level. 

The Effective Talker In Business 

1. Obey the foregoing rules on “How to be 
an Interesting Conversationalist.** 

2. Obey the foregoing rules on “ How to be 
a Convincing Public Speaker.** 

3. Be fair. 

4. Be brief. 

3. Be direct. 

6. Be responsive. 

7. Be self-confident. 

8. Be practical. 

9. Be courteous. 

10. Be reliable. 

















« 








* 












9 


















* 














* 


















The BALANCED 


Profile 



77 





The Different Personalities 



Part Four 

The Balanced Personality 

JHROUGHOUT this course we have re¬ 
ferred to the various parts of the face 
and to the separate features in relation to 
I the personality-significance of each. In 
Chart 77 is given a face which is the composite 
of the desirable points of personality, minus the 
weak ones, and with no extremes.? 

This is a balanced face. As you analyse it you 
will note how the best elements in all the types 
of profile and of each separate feature are built 
into this face. 

This man would have every possible advantage 
combined in his personality at birth , and the best 
possible chance to win out in life. 


Your Own Personality 

Having a successful personality is a matter of three 
things— understanding your personality, expressing 
your personality, and capitalizing your personality. 

Through this course you have been learning 
things that gave you an understanding of your own 




332 


HOW TO REALIZE ON 


personality and why you think and feel as you do. 

You have been seeing, for the first time, how 
you express your personality and how it affects 
others 53 53 

You have been seeing various ways in which 
you could capitalize your personality—use your 
inborn trends to bring you success and happiness. 

The Distinctive Personality 
In addition to all these you may have a distinctive 
personality, if you will remember that a distinctive 
personality is largely the result of doing things, 
saying things, wearing things, and being things 
that are “different from the herd” but like the 
real you . 

Mankind, like sheep, travels in droves. If you 
would stand out from the mass you must start 
out from the mass and then stay out of the mass. 

To do this will make you so strong a person¬ 
ality that people can not forget or overlook you. 
If you would be remembered by people you must 
do something for them to remember you by. 

While you are doing this you can be expressing 
your real self, and be able to say with Emerson, 
“ My life is not an apology, but a life.*’ 

Here are a few suggestions which will be help- 



YOUR PERSONALITY 


333 


ful to you in capitalizing and individualizing 
your personality—in being yourself. 

1. Don t be '‘a little bit of everything,” a 
human medley, a patchwork quilt. Don’t try to be 

up on everything, to understand everything, 
or get a “taste” of everything in life. 

Concentrate! Be an enthusiast, a specialist 
in a few things and let the others go. 

2. Decide which of these five traits you possess 
most of in your personality: Amiability, Respon¬ 
siveness, Strenuosity, Dependability or Intellect¬ 
uality. Then cultivate it. 

3. The five weaknesses most common in 
human beings are: Self-Indulgence, Change¬ 
ability, Pugnacity, Obstinacy and Impracticality. 
Decide which of these is yours and guard against it. 

4. Decide what is the “keynote” of your 
nature. Then build your personality around it. 

5. Decide what traits people like best in you. 
Cultivate these. 

6. Decide what traits people dislike in you. 
Try to eliminate these. 

7. Find the thing for which you were intended, 
and make it your life work• 



334 


HOW TO REALIZE ON 


8. Make it an aim to express your personality 
in all your possessions and surroundings. 

9. Never do anything, say anything, buy any¬ 
thing or wear anything just because “ everybody’s 
doing it.” Have a better reason than that or let 
it alone 53 53 

10. Never follow harmful, wasteful or absurd 
customs, no matter how fashionable they may be. 
For instance, suffocating furs in midsummer, 
naked ankles in midwinter, skirts so narrow your 
life is endangered or so short that your kneecap is. 

If a head lettuce is served to you that acts like a 
cross between a bucking bronco and a cake of ice 
when attacked by your salad fork, take a knife to 
the thing and let the “sheep” think what they will! 

If you are a three-hundred-pound man and 
find yourself in the front of an elevator full of 
women, get out when you reach your floor instead 
of blocking the traffic and compelling every 
woman to squeeze past you. 

In all the situations of life simply use your 
head. Don’t be an echo, a “ me-too-er.” The only 
people who were ever heard from in this world 
were the ones who did things differently. The rest 
merely fill up the census. 



YOUR PERSONALITY 


335 


The Super-Personality 

If you would win or deserve the love and admira¬ 
tion of others, if you wish to be a great and good 
personality — a super-personality — follow these 
rules: 53 53 

1. Be in earnest. 

2. Be broadminded. 

3. Try to grow better. 

4. Be just . 

5. Be tolerant. “ Judge not that ye be not 

judged/* 53 53 

6. Be democratic. 

7. Be altruistic. Think in terms of humanity, 

of mankind, not merely your own little 
self 53 53 

8. Be inspirational, uplifting. 

9. Be sympathetic. 

10. Be forgiving. “ They know not what they 

do/* 53 53 

11. Be generous. 

12. Be yourself. 



336 


HOW TO REALIZE ON 


Final Word 

Remember , a personality, to be happy, successful 
and magnetic, must be rooted in goodness, gener¬ 
osity and greatness—“ the things of the spirit/' 
They must come from the inside. Otherwise you 
will fail. 

You can no more develop a winning person¬ 
ality by veneering yourself than you could make 
a branch which you had broken off a tree grow 
and bloom by merely sticking it into the ground. 
For a few hours it might pass for a living plant, 
but it would soon wither. 

Only the things rooted deep in truth and 
reality can live and thrive. 



YOUR PERSONALITY 


337 


SO HERE, ENDETH “ HOW TO REALIZE ON YOUR PERSON¬ 
ALITY,” BEING THE FIRST VOLUME IN OUR LANGUAGE 
TO SHOW THAT WHAT WE COMMONLY CALL AN INDI¬ 
VIDUAL’S “PERSONALITY” IS THE OUTER EXPRESSION 
OF HIS INNER SPIRIT, AS INDICATED BY THE SIZE, SHAPE 
AND STRUCTURE OF HIS FACE, FEATURES AND HANDS. 
THE SAME BEING BASED ON THE SCIENCE OF HUMAN 
ANALYSIS, BY ELSIE LINCOLN BENEDICT, ORIGINATOR 
OF THE SCIENCE OF HUMAN ANALYSIS, FIRST WRITER 
AND PUBLISHER OF THIS SCIENCE AND THE FIRST LEC¬ 
TURER IN AMERICA TO GIVE IT TO THE PUBLIC. ALSO 
BY RALPH PAINE BENEDICT, WHOSE LEARNING AND EN¬ 
COURAGEMENT INSPIRED THE DOING OF THESE THINGS. 
DIAGRAMED IN ONE HUNDRED ILLUSTRATIONS BY 
MERLE D. JAMES, MASTER ARTIST. PRINTED AND MADE 
INTO A BOOK BY THE ROYCROFTERS AT THEIR SHOPS 
AT EAST AURORA, ERIE COUNTY, STATE OF NEW YORK, 
IN THE YEAR NINETEEN HUNDRED AND TWENTY-TWO 



/ 


Lbfoir'ZD 






























